Research On D Company’s Sales Organization Transformation And Optimization

In the rapidly developing modern society,most enterprises are faced with unprecedented challenges and development opportunities.Organizational change has become an important means for enterprises to cope with the changing environment and make adaptive adjustments and has also become a hot issue in modern management theory and practice.D Company,an industrial products group,began to try to change its sales organization in 2019.It recruited sales personnel from various business divisions to build vertical sales teams and set up cross selling matrix organizations,to achieve the purpose of selling more products in emerging hot markets.The transformation process of the cross-divisional sales organization of D company has gone through three years,and the performance objectives of the organization initially established have been basically achieved.But at the same time,cross-divisional sales organization reform also encountered a series of management problems.Based on the theory of organizational change,matrix organization and sales organization,this paper studies the establishment and management practice of cross-divisional matrix sales organization of D Company.At the same time,the paper presents and analyzes the problems encountered by D company in the process of organizational reform and matrix organization management and puts forward suggestions on optimization strategies.Organizational change requires managers to develop new plans suitable for internal and external changes,establish new or change the original organizational structure,adjust the implementation of resource allocation,and establish corresponding processes and mechanisms,to seize market opportunities and achieve strategic development goals.D company faces external competition pressure,market changes and customer demand changes,and the sales organization needs to change to cope with it.After the reform,the matrix sales organization has realized cross-departmental collaboration,integrated products,businesses and personnel across professions,shared information,and resources,and met the internal and external change requirements,which is the main reason for the success of D Company’s sales organization reform.At the same time,the management mode and system of the organization,such as resource allocation,performance mechanism and corporate culture,also need to cooperate with the organizational reform,to ensure the effective implementation and development of organizational reform.Through observation and interview,based on the theories of organizational change,sales organization and matrix organization,and combined with the current situation of D Company’s sales organization reform,the author analyzed the conditions and experience for its success,found and analyzed the problems in the reform,and put forward suggestions for optimization,including the establishment of matching power and responsibility mechanism and performance appraisal mechanism,personnel training and development,corporate culture construction and other measures.To provide a practical reference for the organization reform of enterprises like D enterprise.