Is Your Company Structure Hindering Growth? Common Problems and Their Solutions

" Business success depends on strategy, team, and processes –
and how successfully we connect them."

In today's rapidly changing business environment, many small and medium-sized B2B companies are forced to struggle to remain competitive.
What's the reason?

Often, it's the company's outdated structures that no longer meet modern requirements.
These outdated frameworks not only slow down growth but also actively hinder it.
Let's examine some common structure-related problems and how solving them can unlock new potential in your company.

1. Outdated structures limit innovation.

Many companies still operate with structures created for a different era.
These rigid, hierarchical models may not provide sufficient flexibility to respond quickly to changing markets, technologies, and customer expectations.
The result is missed opportunities, slow decision-making, and employees who don't feel connected to company goals.

Solution:

Modernize your structure to support flexibility and innovation.
Remove excessive rigidity in structures, give teams more responsibility and decision-making authority.
Introduce cross-functional collaboration into the structure to ensure the company's ability to quickly identify problems and respond with necessary changes.
Create clear links that promote regular collaboration between marketing, sales, development, production, etc.

2. Sales team structuring is outdated.

One of the most noticeable problems is the lack of a clear enough separation between active sales and consultative sales.
Many sales teams still handle everything from finding new clients to completing all sales-related documentation, leaving little time for actual selling.
Inefficiency increases when salespeople have to handle administrative tasks that could easily be delegated to support roles, such as assistants or sales secretaries.

Solution:

Redefine your sales structure.
Separate active sales (building relationships, making offers, closing deals) from consultative sales (maintaining relationships and providing solutions).
Delegate administrative tasks to support roles, freeing the sales team to focus on what they do best – selling.

3. Weak sales management.

In many companies, sales teams are under-managed, often reporting directly to the managing director without regular supervision or daily management.
The lack of necessary management in structures leads to uneven performance, unmet targets, and a team perception that they are not sufficiently supported.

Solution:

Add an expert sales management layer to the structure.
Regular meetings, implementing engaging management, clear KPIs, and structured training can transform your sales team's performance and morale.

4. Isolated international units.

For companies with separate sales units established for export in foreign countries, a common problem is a weak connection between the headquarters and foreign units.
The structure poorly reflects specificity and cohesion with headquarters. "Free-flying" teams in foreign countries often operate in isolation, without strategic management, regular mentoring, and understanding of corporate strategy and values that belonging to a larger organization should provide.
Headquarters support and potential remain underutilized.
Due to isolation, local strategies conflicting with organizational trends are implemented locally, creating unclear job positions and structural components.

Solution:

Strengthen the structural connection between headquarters and foreign units.
Regular communication, shared goals, and strategic alignment can transform isolated teams into a powerful part of implementing the company vision in their country.

5. Failure to review strengths, weaknesses, threats, and opportunities.

Many companies don't conduct regular structure audits to identify what works and what doesn't.
Without a clear understanding of your organization's strengths, weaknesses, threats, and opportunities, it's impossible to make informed decisions about transformation.

Solution:

Conduct a comprehensive business diagnostic or situation audit.
Analyze your current structure, identify areas needing improvement, and create the necessary plan for transformation.

The time for change has come.

Outdated structures are more than just unclear – they are obstacles to growth.
They hinder capable people from joining the company and encourage experienced staff to leave.
Solving these common problems can open new possibilities for efficiency, innovation, and success for your company.

Tarmo Riit Management Consulting specializes, as part of its business consulting services, in diagnosing structural problems and implementing changes for small and medium-sized B2B companies. We view the company structure as a whole, connected to both domestic and foreign sales units.

Let us help you create a structure that supports your goals and ensures sustainable growth.

Ready for change?
Contact us today