Sales Performance Improvements
Having 12 disparate product organizations resulted in 12 annual sales planning processes for our client. Increasing product cross sell and overall national sales would require a single integrated annual sales planning process. The Milestone team led the way.
Milestone Contributions and Results
- Developed business case and gained executive commitment for the program.
- Engaged stakeholders from 12 business units to identify and implement key sales, marketing and forward looking annual performance goals into a new recurring annual planning process.
- Integrated key operating data into a cohesive sales strategy document used by senior management and field managers to increase product cross sell performance.
Organizational Design and Implementation
The development of cloud computing created a need for consistent policies across our client’s many divisions. Milestone resources were asked to define and manage the creation of a new cloud management organization with capabilities designed to meet future business requirements.
Milestone Contributions and Results
- Defined capability requirements and key roles for the new organization.
- Designed and established a new cloud services governance process.
- Engaged and gained commitment from executive leadership for the new organization, work scope and budget.
PMO IMPLEMENTATION
Project management activities spread out across the organization created inconsistency and inefficiency for our client. A Milestone consultant managed the planning for and creation of a centralized Project Management Office (PMO).
Milestone Contributions and Results
- Assessed current project execution performance, organization, roles and processes.
- Worked with cross functional leaders to develop root cause analysis of current challenges.
- Designed new processes and roles to achieve desired project performance levels.
- Developed project resource demand analysis to determine organizational staffing levels.