One of India’s iconic consumer brands was looking for a review of the organization structure and roles for their Sales & Marketing functions, as a step towards driving productivity enhancement. Inqubex was asked to conduct a diagnostic study on how the structure could be leveraged to reduce overlaps, gain better focus on growing markets and drive improvements in productivity.

We initiated the exercise by gaining an understanding of leadership expectations and perceived gaps. We conducted a detailed analysis of the pyramid, grade structure, wage bill and headcount trends as well as analysis of metrics like span of control, compensation range and organization layers. This led to the identification of areas of possible productivity gain. This was followed by a qualitative analysis of the “As-is” organization structure, detailed understanding of the roles through structured role holder interviews, and secondary research of prevalent team structures in comparable organizations and industries.

Bringing it all together, clear recommendations were provided on areas of improvement, which indicated a 10-21% productivity improvement potential. Additionally, implementation guidelines and a deployment plan were provided to help manage the phased transition to the recommended state.