Camden Delta


Large Global Logistics Company

Large Global Logistics Company: New Capabilities to Drive Sales Transformation

A strategic review of business development capabilities was conducted by this client in which several strategic recommendations were made, including the realignment of sales resources, increased segmentation for new/different sales channels, requirement to offer integrated solutions, and the need to identify and then transform sales talent capabilities to quickly meet the needs of the future. The total workforce impacted included approximately three thousand sales resources throughout North America.

Our Process and Methodology

The initial phase of the project was focused on the North American region with other global markets to soon follow, highlights included:

  • New Sales Compensation Plan Design offering more upside potential based on a growth agenda
  • Defined Sales Core Competency Model and Proficiency Levels for sales resources and sales management
  • Creation of role profiles for all new sales roles within North America region
  • Design and implementation of a Sales Talent Assessment and Selection Process to place existing sales resources into newly defined roles
  • Evaluation and recommendations for change for current state sales assessment and selection processes
  • Complete implementation support including change management and communications, manager and associate training implementation support
Tangible Benefits/Results

The client was able to effectively meet all transformation goals within the specified time period and impact financial results based on targeted project outcomes. Sales talent within the organization was deployed to roles more aligned to the organizations’ needs and to their core capabilities, while organizational design objectives for market/account resources were attained.

In the end, the client’s sales objectives (growth, financial, operational) exceeded the business case for change and also resulted in higher sales force employee engagement.

Deliverables of this project included:

  • Sales Compensation Plan
  • Core Sales Competency Model
  • Sales Management Competency Model
  • Role Profiles for all sales roles
  • Sales Talent Assessment Tools, Supporting Process & Manager Training
  • Comprehensive sales assessment and selection training modules
  • Defined Career Path Model
Why Camden Delta

Initially Camden Delta was engaged to discuss and design sales compensation alternatives to support the new strategic design of the business development function. Recognizing that sales compensation was only one “people process” required to enable a total sales talent transformation, Camden Delta proposed a talent management solution to address sales force competency development, sales talent assessment and selection into the redesigned and restructured organization.

Business leaders quickly appreciated the business-focused outcomes and case presented by Camden Delta, understood the approach and gave the approval to move forward.

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