Redrawing the Denver Map

A CRO and an organisational consultant meet in a Denver office to restructure the sales organisation.

Redrawing the Denver Map

Listen and choose the right answer

What main structural change does Melissa suggest in view of regional overlap?

• Moving toward vertical teams
• Firing all regional vice presidents
• Outsourcing the customer success team

What problem occurred last week in Austin?

• The office lost power during a demo
• Two different reps called the same prospect and quoted different pricing
• The solutions engineer quit before the pitch

What surprising realization do they make about the document they are reviewing?

• It is missing financial projections
• It is an outdated organisational chart from almost two years ago
• It was drafted by the board of directors in London

What does Robert decide to do at the end of the conversation?

• Cancel the meeting with the board
• Contact HR to get the latest matrix reporting lines
• Promote Marcus Vance to regional vice president

Listen again and complete the sentences

• Robert: Melissa, let's dive straight into our ____ because the board's expecting a brand new plan by Monday.
• Robert: Exactly. They've built their whole empires on ____ , and they'll fight any shift to a centralised territory model.
• Melissa: Notwithstanding their resistance, our ____ is suffering from serious duplication of effort across the board.
• Robert: Hold on, let me pull it up. Here's our current structure with the ____ and the solutions engineer group.
• Melissa: Wait a minute, Robert. Whose name is listed at the top of the western ____ ?

Sources: photo by Yan Krukau on Pexels