HP: Overhauling a Vast Corporate Sales Force

Make it Matter

Presentation Outline

About HP Sales Force Structure

The Impacts

How Should it Function?Should Meet or Not?

The Possible Differences

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

About HP 1

Founders: William Hewlett, Dave Packard

Full Name: Hewlett-Packard

Established: 1939

Products: Computer Hardware, Software

Number of Employees: 38,200+

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

Sales Force Structure 2More Focus on Customer

Prioritize B2B SalesElimination of Layers

Encourage Specialization

Specialist Sales Force

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

More Control Efficiency in SalesDynamic Selling

Process

321

The Impacts - POSITIVE 3

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

The Impacts- NEGATIVE 4

Outline About HP Sales Force Structure The Impacts Should Meet or Not? How Should it Function

The Big Change Rotating Employees High Cost Training Expense

Established Relationship Completed Selling Steps Needs are Identified

1 2 3

5The Possible Differences- LONG TERM

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

Short Term Customer

Step Should Be Followed

6The Possible Differences

Should Establish the relationship

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

Priority in CRM

7Should Meet or Not?

Outline About HP Sales Force Structure The Impacts Should Meet or Not? How Should it Function

Retaining Existing Customers Getting New Order

8How Should it Function?

Number of Employees

Salary & Payment

Stakeholders

Clients

Outline About HP Sales Force Structure Should Meet or Not? How Should it FunctionDifferencesThe Impacts

THANK YOUQuestions?