Supporting a unique team
An operational strategy to grow and manage a sales team.
Challenge
As Guayaki sales grow, their sales and marketing team is forced to adapt to the new conditions generated by the company' growth. Experiencing some operational challenges, Guayaki offered the DMBA team an opportunity to identify strategies to find the best way to sustain and enhance their unconventional marketing and sales approach.
Client
Guayaki provides organic, fair trade, sustainably harvested yerba mate with a mission to help reforest the South American rainforest. Guayakí has pioneered an innovative business model (Market Driven Restoration) linking consumer purchases of yerba mate products in North America with indigenous communities engaged in sustainable agriculture and reforestation projects in Argentina, Paraguay, and Brazil.
Process
Our team analyzed Guayaki's organizational model to ensure their sales infrastructure grows concurrently with the company.
We uncovered the current pain points of hiring and managing entry level Cebadores (Guayaki's sales representatives) and found ways to increase efficiency while remaining aligned with Guayaki's operational, sales, and marketing strategies.
With this initiative, we looked at operational strategies to maintain Guayaki's unique company culture, to create a process to scale the sales team as the company grows and to overcome HR limitations.
Value
We demonstrated the benefit of developing a robust process to build and develop talent for Guayaki's Cebadores team to ensure a long-term strategy to support growth as the company scales.
Outcome
- Operational strategy
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