Success Story I Improve sales process efficiency & organization in the semiconductor industry

Improve sales process efficiency & organization in the semiconductor industry​

CHALLENGES

In the context of significant topline growth, an industrial machinery manufacturer for the highly dynamic semiconductor market, needed to sustain a >20% expected increase in order intake with the same workforce while improving on-time delivery.

CYLAD was tasked with defining an improvement plan based on:

• improvement and standardization of sales processes
• restructuring of the global sales organization
• implementation of process efficiency measures

SOLUTIONS

We deployed a 4 steps approach:

• Generation of a standardized sales process workflow by mapping of all relevant tasks in the sales department and introducing internal service level agreements between interfaces

• Introduction of new roles & responsibilities (R&R) based on a differentiation of tasks between pre-sales and sales operations and documented in new role profiles

• Definition of the sales reorganization plan aligned with FTE requirements for both roles and job transformation matrix for the headquarters functions

• Implementation of short-term measures to improve critical steps in the sales process (e.g., design review, system definition and offer preparation approach)

KEY DELIVERABLES

• Sales process workflow
• Internal Service & Level Agreement
• Roles & Responsabilities re-defined