One of my clients had merged two formerly separate departments to form a new sales department. This was to provide as many synergies as possible and to provide optimal customer service. At first it did not seem to be a problem, as the business partners of the two former departments were largely the same. But on closer inspection we realized that these business partners were in fact the same companies, but not the same contact persons. It was therefore not possible to simply merge everything. Instead, we had to rethink the entire sales structure. [Read more…]