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Business Case

Business Case

Start-ups thrive from the founder’s innovation, energy, and leadership.
The core business tends to grow at a fast phase, while the support functions (I.e. HR, finance, IT) tend to fall short of the growing business needs.
The example below illustrates a problem occurring on a company where the Sales Organization is showing shortcomings on delivering results.
This business case is divided into three types of projects or interventions that Pragma Vis can deliver to support the business’s success.

Short Term Project (4-6 weeks)

Short Term Project
(4-6 weeks)

Visible Problems

  1. High turnover at the sales organization
  2. Difficulty to hire new sales reps
*Identified by key leaders (I.e. CEO, Sales/MKT Head)

Assessment

  1. Sales compensation package not aligned to business
  2. Limited internal resources to conduct recruiting
  3. Limited new employee orientation
*Validated by Pragma Vis in collaboration with key leaders and key stakeholders (I.e. Sales manager, sales reps)

Remedial Solutions

  1. Validate sales position descriptions
  2. Sales compensation design (fixed and variable)
  3. Partnership with external recruiter on “as-needed” basis.
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders

Mid Term Project (6-12 weeks)

Mid Term Project
(6-12 weeks)

Additional Deliverables

Visible Problems

  1. High turnover at the sales organization
  2. Difficulty to hire new sales reps
  3. Customer complaints
*Identified by key leaders (I.e. CEO, Sales/MKT Head)

Assessment

  1. Sales compensation package not aligned to business
  2. Limited internal resources to conduct recruiting
  3. Limited new employee orientation
  4. Opportunity on coordinating sales team
*Validated by Pragma Vis in collaboration with key leaders and key stakeholders (I.e. Sales manager, sales reps)

Remedial Solutions

  1. Validate sales position descriptions
  2. Sales compensation design (fixed and variable)
  3. Partnership with external recruiter on “as-needed” basis.
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders

Foundation Solutions

  1. Sales orientation program development
  2. Revamp performance review process for sales organization (aligned to compensation and Sales/mkt goals)
  3. Sales bootcamp to align goals, resources, and identify roadblocks.
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders

Long Term Project (3-6 Months)

Long Term Project
(3-6 Months)

Additional Deliverables

Visible Problems

  1. High turnover at the sales organization
  2. Difficulty to hire new sales reps
  3. Customer complaints
*Identified by key leaders (I.e. CEO, Sales/MKT Head)

Assessment

  1. Sales compensation package not aligned to business
  2. Limited internal resources to conduct recruiting
  3. Limited new employee orientation
  4. Opportunity on coordinating sales team
*Validated by Pragma Vis in collaboration with key leaders and key stakeholders (I.e. Sales manager, sales reps)

Remedial Solutions

  1. Validate sales position descriptions
  2. Sales compensation design (fixed and variable)
  3. Partnership with external recruiter on “as-needed” basis.
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders

Foundation Solutions

  1. Sales orientation program development
  2. Revamp performance review process for sales organization (aligned to compensation and Sales/mkt goals)
  3. Sales bootcamp to align goals, resources, and identify roadblocks.
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders

Value Added Solutions

  1. Organization design and staggered workforce plan
  2. Leadership training design
  3. Replicate performance review process across organization
  4. Compensation competitiveness assessment
*Developed and executed by Pragma Vis. Approvals and contributions required by internal stakeholders