5-PILLAR STRATEGIC SALES ORGANISATION FRAMEWORK ASSESSMENT

SALES STRATEGY CONSULTING

5-PILLAR STRATEGIC SALES ORGANISATION FRAMEWORK ASSESSMENT

In-depth sales strategy and execution gap analysis tool

OVERVIEW

The 5-Pillar Strategic Sales Organisation Framework™ enables a company to review their own strengths and weaknesses in strategy and execution in key channels related to the top three sales objectives, selected from eleven options.

In addition, company scores are benchmarked against their peers enabling broader insights. The assessment surveys the following 5-Pillars needed to develop a high-growth sales organisation:

  1. Competitive Strategy
  2. Customer Engagement
  3. Sales Talent
  4. Sales Management
  5. Sales Enablement

 

KEY STAKEHOLDERS INVOLVED

  • Chief Executive Officer / Managing Director
  • Sales Directors
  • Sales Managers

5-PILLAR FRAMEWORK ASSESSMENT BACKGROUND

The 5-Pillar Strategic Sales Organisation Framework™ was created by ThinkSales CEO, Andrew Honey.

To develop the framework and assessment tool, he drew on 30 years experience in sales management learnings over seven years of working with a number of South Africa’s leading CEOs from successful, high-growth companies and backed up through extensive analysis of over 70 of the world’s leading sales companies and management consultancies.

The final framework was then co-designed in consultation with Dr Greg Fisher, a leading US strategy professor.

IT'S BENEFITS

ABOUT THE 5-PILLAR STRATEGIC SALES ORGANISATION FRAMEWORK: 

It is a diagnostic tool that affords a company:

  1. An opportunity to leverage strengths and address weaknesses
  2. The ability to benchmark against peer companies and best practice
  3. Understandings of where to focus resources for future success
  4. Deep insights to drive specific expertise in all aspects of the Sales Organisation
  5. A combination of strategic planning and tactical implementation.

SUITE OF SALES STRATEGY & PROCESS SERVICES

ThinkSales offers this suite of services to assist companies in optimising their Sales Strategy
MARKET PENETRATION & OPPORTUNITY ANALYSIS

One of the single biggest challenges companies face is lost revenue due to an unclear picture of their Total Available Market (TAM). Companies that do a TAM analysis identify hidden opportunities that enable revenue growth well beyond recent patterns.

SALES FORCE STRUCTURING & SIZING
Sales-Force-Structure-and-Sizing

Correct sales force structure and sizing ensures maximised penetration by a company of it’s Total Available Market (TAM) to ensure optimised headcount and cost of sales and ROI of sales personnel.

COMPENSATION & INCENTIVES PLANNING

In a highly competitive business environment companies must leverage all possible strategic initiatives to maintain and grow revenues. Attracting and retaining the best talent is a key lever as people are at the foundation of high-growth sales organisations.

DIAGNOSTIC SALES ENGAGEMENT PROCESS

The Sales Engagement Process programme is designed for an executive team and a select group of star sales representatives, whose success depends on advanced selling methods that target today’s complex customer problems.