Consulting services in organization and commercial structure for mass consumption
When a sales team isn't delivering the expected results, the problem is almost never the people. It's the structure they operate within: poorly defined roles, nonexistent processes, misaligned incentives. This is redesigned—and the results are seen within weeks.
When does a company need to intervene in its business organization?
You don't need a crisis to see the need to review your structure. These are the signs that sales directors describe before you even begin:
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 apart 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.
Business processes
We design processes that allow you to manage the business with control and predictability: prospecting and developing clients, 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 us to manage the organization professionally: performance indicators aligned with business objectives, results tracking systems, incentive models that reward what is right, and business 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.
How TMC works: diagnosis, design and implementation
Diagnosis of the commercial organization
We analyze the current structure, sales processes, customer management, and team results to accurately identify bottlenecks.
We didn't come in with a generic model — we came in to understand how this specific business operates and what's preventing it from working better.
Redesign of the business structure and processes
Based on the diagnosis, we design the commercial organization that the business needs for its next stage of growth.
Roles, territories, processes, KPIs, incentives — all aligned with the business strategy and calibrated so that the current team can operate it.
Implementation together with the team
We support the implementation until the changes work within the organization — with the real team, in the real territories.
We don't hand over a document and leave. We stay until the new model is up and running and the team can sustain it without relying on TMC.
Sales training during implementation
When transformation requires new capabilities within the team, we develop specific training programs — not standard catalog courses, but programs designed to install the new business processes in daily practice.
The most common programs include key account management, consultative selling, and Route to Market for sales teams.
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 business organization prepared for what's coming?
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 manufacturers, distributors and retail chains in Latin America, the USA and Spain.