When does a company need to intervene in its business organization?
Companies typically seek support to transform their commercial organization when they face situations such as: the business grows but profitability deteriorates; the commercial team works hard but results are inconsistent; salespeople act without clear processes; the company depends too heavily on certain customers or salespeople; or business growth requires a more professional commercial structure.
In these cases, a reorganization of the commercial system can unlock significant growth capacity.
What we transform in the commercial organization
Our work focuses on redesigning the elements that determine commercial team performance:
Commercial team structure
We define the right structure to support business growth: commercial team roles and responsibilities, territory and customer coverage, sales force and key accounts organization, and function definition between sales, trade marketing and marketing.
Commercial processes
We design clear processes that allow the business to be managed with greater control and predictability: customer prospecting and development, key account management, commercial planning, and sales opportunity tracking.
Commercial performance management
We implement control mechanisms that allow the commercial organization to be managed professionally: commercial performance indicators, results tracking systems, incentive models aligned with company objectives, and commercial management routines.
Market execution
An effective commercial organization must also guarantee consistent execution in the market. We work on: coordination between sales and trade marketing, promotion and discount control, point-of-sale execution standards, and brand presence tracking in the market.
How TMC works: diagnostic, design and implementation
Commercial organization diagnostic
We analyze the current structure, sales processes, customer management and commercial team results to identify the main bottlenecks.
Structure and process redesign
Based on the diagnostic we design a more efficient commercial organization that improves team productivity and allows the business to scale.
Implementation alongside the team
We accompany the client through implementation of the new commercial structure to ensure that changes are adopted within the organization.
Training to ensure execution
When the transformation requires new capabilities, we develop specific training programs for the commercial team. These programs are not offered as standard courses.
They are used as implementation tools to ensure that new commercial processes are executed correctly.
Commercial Training Programs that support implementation
Depending on the client's needs, the transformation processes may include training programs for the entire team such as:
These programs help accelerate the adoption of new business practices within the team.
Is your commercial organization prepared for what comes next?
The first step is a 30-minute conversation. No introductions, no sales agenda. Just a conversation to understand what's holding your team back and whether TMC can help you solve it.
We work with FMCG manufacturers, distributors, and retail chains in Mexico, Brazil, Venezuela, Central America, Spain, and the United States of America.