Impact of Sales Department Restructuring on Company’s Financial Performance
Suomilammi, Anu (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024051512297
https://urn.fi/URN:NBN:fi:amk-2024051512297
Tiivistelmä
This thesis aims to find out whether the sales team restructuring has an impact on the financial performance of the target organization, Company X. The organization operates in the field of insurance brokerage in Finland and has an active merger and acquisition strategy, and this means that the restructuring of sales teams which took place October 2023 and is the object of this research, will not be the last one.
The outcome of this research is a valuable knowledgebase for the company’s management. This knowledge will help in planning and decision-making when it comes to future restructuring that is inevitable if the organization wishes to grow its market share either through organic growth or through acquisitions of new companies or business portfolios. The author of this thesis is also the commissioner of this research and acts as a Finance Manager in the target organization.
The research was conducted using both quantitative and qualitative research methods with action research methodology. The research was made by analyzing existing data and carrying out semi-structured interviews. Quantitative data were collected from two different time periods: before and after the restructuring of sales teams and consisted of existing financial metrics and employee capacity survey results. The collection of qualitative data was carried out through interviews with the three current sales team leaders. The thesis process started in September 2023 and the data were collected during spring 2024.
The knowledgebase is formed around the key topics that are strongly related to the research and its objectives. Knowledge base includes the following topics: sales, data driven decision making, change management, designing organizations, strategy, and how behavioral aspects influence the change processes.
In conclusion, this thesis has provided valuable insights into the impact of sales team restructuring on the financial performance of Company X. The findings suggest that while the immediate financial impact may not have been significant, important future needs and areas of development were identified. These findings underscore the necessity for ongoing evaluation and adaptation of organizational structure to align with strategic objectives.
The knowledge generated in this research serves as a foundation for informed decision-making and planning within the company's management. As the researcher and Finance Manager within the organization, the author has a special role in translating these findings into actionable recommendations. Some of these recommendations may directly address identified areas for further development, while others may require collaboration and input from various stakeholders.
The outcome of this research is a valuable knowledgebase for the company’s management. This knowledge will help in planning and decision-making when it comes to future restructuring that is inevitable if the organization wishes to grow its market share either through organic growth or through acquisitions of new companies or business portfolios. The author of this thesis is also the commissioner of this research and acts as a Finance Manager in the target organization.
The research was conducted using both quantitative and qualitative research methods with action research methodology. The research was made by analyzing existing data and carrying out semi-structured interviews. Quantitative data were collected from two different time periods: before and after the restructuring of sales teams and consisted of existing financial metrics and employee capacity survey results. The collection of qualitative data was carried out through interviews with the three current sales team leaders. The thesis process started in September 2023 and the data were collected during spring 2024.
The knowledgebase is formed around the key topics that are strongly related to the research and its objectives. Knowledge base includes the following topics: sales, data driven decision making, change management, designing organizations, strategy, and how behavioral aspects influence the change processes.
In conclusion, this thesis has provided valuable insights into the impact of sales team restructuring on the financial performance of Company X. The findings suggest that while the immediate financial impact may not have been significant, important future needs and areas of development were identified. These findings underscore the necessity for ongoing evaluation and adaptation of organizational structure to align with strategic objectives.
The knowledge generated in this research serves as a foundation for informed decision-making and planning within the company's management. As the researcher and Finance Manager within the organization, the author has a special role in translating these findings into actionable recommendations. Some of these recommendations may directly address identified areas for further development, while others may require collaboration and input from various stakeholders.