Best Practice Report

Sales Reorgs Done Right: How To Restructure Your Team Without Losing Customers And Reps

July 9th, 2020
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director

Summary

Reorganizing the sales function can be risky and commonly fails due to poor rep and manager engagement and buy-in. The costs of losing sales reps after a poorly conceived or executed reorg are high, but an even worse consequence is for the reorg to negatively impact prospects and customers so that they defect. In this report, we review seven critical steps to follow, including a strong change management process, to successfully plan and execute a sales reorganization.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.