{"id":796606,"date":"2025-05-12T12:03:31","date_gmt":"2025-05-12T10:03:31","guid":{"rendered":"https:\/\/www.atreus.de\/?post_type=publication&#038;p=796606"},"modified":"2025-11-20T15:40:35","modified_gmt":"2025-11-20T14:40:35","slug":"sales-restructuring","status":"publish","type":"publication","link":"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/sales-restructuring\/","title":{"rendered":"Successful Sales Restructuring for MedTech Manufacturer"},"content":{"rendered":"<div  class=\"zw-cgb header-standard-block is-first-block desktop-has-image mobile-has-image default-margin white-color content-left content-down zw-atr-portrait-pos-default zw-atr-landscape-pos-default height-default \"><div class=\"row\"><div class=\"zw-cgb-content col-12 mx-auto\"><div  class=\"header-standard-inner-container\"><div class=\"bg-image\"><span class=\"copyright-image d-none d-lg-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"respnsive-img d-none d-lg-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg 1920w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-768x432.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1024x576.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-480x270.jpg 480w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1440x810.jpg 1440w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" style=\"aspect-ratio:1920\/1080 !important\" title=\"atreus_\"><span class=\"copyright-image d-lg-none d-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"responsive-img d-lg-none d-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/div><div class=\"preheadline-container\"><div class=\"zw-breadcrumb-container black-color d-md-down-none\"><\/div><p class=\" zw-cgb preheadline zw-prevent-animation\">Case Study<\/p><h1 class=\" zw-cgb headline zw-prevent-animation\">Successful Sales Restructuring for MedTech Manufacturer<\/h1><\/div><div class=\"inner-content\"><p class=\" zw-cgb fulltext zw-prevent-animation\"><code><sub>210719-04<\/sub><\/code><\/p><\/div><\/div><\/div><\/div><\/div><div class=\"zw-breadcrumb-container black-color d-none d-md-down-block\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"label\">c<\/span> <a href=\"https:\/\/www.atreus.de\/en\">Home<\/a><span class=\"separator\"> c <\/span><a href=\"https:\/\/www.atreus.de\/publikationen-events\/\">Publikationen<\/a><span class=\"separator\"> c <\/span><span class=\"last\"><\/span><\/p><\/nav><\/div>\n\n    <div  class=\"zw-cgb    infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"inner-content parent-has-padding\"><h2 class=\" zw-cgb headline\">Effective Sales Optimization in eight Regions of Germany<\/h2><p class=\" zw-cgb fulltext \">Leading MedTech manufacturer based in the USA, specialized in sleep apnoea devices, restructures sales processes in Germany. The goal is to minimize inefficiencies and increase service quality across 8 regions with 300 field employees. Successful implementation in 7 months.<\/p><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n<div  class=\"zw-cgb row  columnmaster020 default-margin \"><div class=\"columnmaster-inner-content g-0\">    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">q<\/span><h2 class=\" zw-cgb headline h4\">Company<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Leading MedTech manufacturer based in the U.S focusing on devices for sleep apnoea, COPD, SW<\/li><li class=\"\">German Site: 300 employees in field sales in 8 regions<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">p<\/span><h2 class=\" zw-cgb headline h4\">Challenge<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Large-scale restructuring of the commercial organisation<\/li><li class=\"\">Support of a highly-versed project manager to support the initiative<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">m<\/span><h2 class=\" zw-cgb headline h4\">Goals<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Streamlining sales processes to minimize inefficiencies,<\/li><li class=\"\">reduce costs, and accelerate sales cycles<\/li><li class=\"\">Ensuring a customer-centric approach to sales by improving service quality, responsiveness, and satisfaction<\/li><li class=\"\">Establishing key performance indicators and metrics to track progress, and evaluate the effectiveness of the initiative<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n<\/div><\/div>\n\n<div id=\"parent41802\"class=\"zw-cgb halb-halb-headline-text-block-135 default-margin \"><div class=\"row\">    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 leftBlock order-1 blue-400 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">n<\/span><h2 class=\" zw-cgb headline\">Measures<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Assessment of current sales operations and identification of areas for improvement<\/li><li class=\"\">Development of a plan outlining objectives, timeline, and resource requirements<\/li><li class=\"\">Implementation of new sales processes, roles, and technology solutions aligned with strategic goals<\/li><li class=\"\">Monitoring performance metrics closely while\u00a0making adjustment as needed to ensure success<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div>    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 rightBlock order-2 blue-600 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">x<\/span><h2 class=\" zw-cgb headline\">Results<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Seamless execution within 7 months \/ adherence to<\/li><li class=\"\">timeline and budgets<\/li><li class=\"\">Sales performance metric established<\/li><li class=\"\">Strong stakeholder engagement and satisfaction<\/li><li class=\"\">Parallel training of the QM systems and processes for all interfaces of the company<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer is-style-zw-default-color-400\"><\/div>\n\n\n    <div  class=\"zw-cgb  change-padding  infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\" zw-cgb preheadline ' .  . '\">These articles might also interest you:<\/p><\/div><div class=\"inner-content parent-has-padding\"><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n\n    <div  class=\"zw-cgb  latestPosts default-margin \">\n      <div class=\"row zw-cgb-content\">\n              <\/div>\n    <\/div>\n\n","protected":false},"author":3,"featured_media":8440,"menu_order":0,"template":"","newsticker-publication":[573],"competences":[399],"industry-sectors":[379],"region-publication":[],"typ-publication":[459],"category-publication":[],"class_list":["post-796606","publication","type-publication","status-publish","has-post-thumbnail","hentry","competences-marketing-and-sales","industry-sectors-medical-technology","typ-publication-case-studies-en"],"_links":{"self":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication\/796606","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication"}],"about":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/types\/publication"}],"author":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/users\/3"}],"version-history":[{"count":0,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication\/796606\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/media\/8440"}],"wp:attachment":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/media?parent=796606"}],"wp:term":[{"taxonomy":"newsticker-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/newsticker-publication?post=796606"},{"taxonomy":"competences","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/competences?post=796606"},{"taxonomy":"industry-sectors","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/industry-sectors?post=796606"},{"taxonomy":"region-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/region-publication?post=796606"},{"taxonomy":"typ-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/typ-publication?post=796606"},{"taxonomy":"category-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/category-publication?post=796606"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}