When a company needs to rework its sales organization
You don't need a crisis to justify reviewing your structure. These are the signs sales directors describe to us before we start:
Sales are growing, but profitability is declining. The team is working increasingly longer hours, but results per salesperson aren't improving at the same rate. Discounts and promotions are out of control—each salesperson negotiates as they see fit, and no one is clear on what the real limits are. Responsibilities between sales, trade marketing, and marketing overlap or fall through the cracks depending on who's looking.
The company relies too heavily on certain individuals—the regional manager who knows how to get things done, the star salesperson who manages the most important accounts. When that person leaves, the business feels the impact disproportionately.
In all these cases, the problem isn't the market or the product. It's the architecture of the sales organization—and that can be redesigned.
What we transform in the commercial organization
The work is organized into four areas that are almost always connected:
Sales team structure
We define the appropriate structure to support business growth: clear roles and responsibilities, coverage of territories and customers, organization of the sales force and key accounts, and definition of the boundaries between sales, trade marketing and marketing.
The goal is for each person on the team to know exactly what is expected of them — and that this is aligned with what the business needs.
Sales processes
We design processes that allow you to manage the business with control and predictability: prospecting and developing customers, managing key accounts, commercial planning and tracking opportunities.
Without formal processes, the operation depends on each person's memory and individual judgment — and that doesn't scale.
Commercial performance management
We implement control mechanisms that allow you to manage the organization professionally: performance indicators aligned with business objectives, results tracking systems, incentive models that reward what is right, and sales management routines that create discipline without bureaucracy.
Market execution
A well-designed organization should translate into consistent execution at the point of sale. We work on coordinating sales and trade marketing, controlling promotions and discounts, ensuring execution standards at the point of sale, and monitoring brand presence in the market.
Because the best structure doesn't generate results if things are done differently in each territory.
More than 30 years designing more effective and efficient sales organizations in Latin America
How TMC works: assessment, design and implementation
01 Commercial assessment
We assess the structure, sales processes, customer management and team results to pinpoint the main bottlenecks.
We don't apply generic models: we analyze how your business operates today to remove the obstacles holding back its growth.
02 Organizational design
Based on the assessment findings, we design the commercial structure your company needs to scale sustainably.
We redesign roles, territory definition, processes, KPIs and incentive models, all aligned with your strategy and calibrated so your team can run them successfully.
Implementation together with the team
We support project execution directly in the field, with your actual team and in your operating territories.
We don't stop at delivering a report: we make sure the new model is fully in place and running on its own.
04 Adoption and follow-up
We monitor the effective use of the new processes through productivity, execution and profitability indicators.
We build your people’s capabilities with real cases and field coaching, making the adjustments needed to secure the return on investment.
Commercial capabilities that drive sales
We design the model for growth and train your team to implement it promptly. We develop high-impact capabilities in negotiation, account management and sales execution using your real business scenarios. We raise your team’s operating standards to turn the potential of the new model into faster, sustainable growth.
