Two Sales Units with One Goal
A leading medical technology company with a 160-year tradition faced a challenge: two continentally separated sales units needed to be merged into a unified global sales organization.
Overcoming Silo Thinking to Create Transparency
The core problems lay in fragmented sales structures without a common strategy, cultural differences between Europe and the US, and silo mentality with a lack of transparency. The time pressure was high: the integration had to be completed before the successor search to create a global sales team with clear customer focus.
Three Steps to a Global Sales Unit
The interim manager focused on three strategic levers: open collaboration with all stakeholders to overcome silos, a clear roadmap for team integration, and transparency through shared goals and appreciative communication to form a global team.
Global Transformation
The operational implementation included workshops for team integration, building a new sales structure in the US with regional managers, and creating a unified customer brand. The handover to the successor took place after successful team building in both regions.
