COMPENSATION & INCENTIVES PLANNING

SALES STRATEGY CONSULTING

COMPENSATION & INCENTIVES PLANNING

Driving sales force motivation and outcomes

OVERVIEW

  • 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.

KEY STAKEHOLDERS INVOLVED

  • Chief Executive Officer / Managing Director
  • Financial Director
  • HR
  • Sales Directors
  • Sales Managers
  • All other executives responsible for compensating the sales force

METHODOLOGY & OUTCOMES

The 3-Phase ThinkSales Compensation and Incentives Model is centred on best-in-class proprietary compensation planning tools to assist organisations create a defined framework for how sales compensation will be managed going forward.
  • The current Compensation and Incentive programme is evaluated

  • The research and analysis is shared in a collaborative workshop with the client-team to formulate a strategy and action plan related to future compensation and incentives

  • The recommendations are then considered for implementation to gain maximum ROI out of the programme

  • Our consulting engagements are designed to optimise clients’ incentive processes and their sales compensation plans, allowing for a greater return on your incentive compensation investment.

 

SALES STRATEGY & EXECUTION GAP ANALYSIS

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

 

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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.