MARKET PENETRATION & OPPORTUNITY ANALYSIS

SALES STRATEGY CONSULTING

MARKET PENETRATION & OPPORTUNITY ANALYSIS

Maximising market opportunity

OVERVIEW

  • 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.

 

KEY STAKEHOLDERS INVOLVED

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

WHY MARKET PENETRATION & OPPORTUNITY ANALYSIS IS IMPORTANT

  • The 5-Phase Market Penetration and Opportunity Analysis Model is centred on best-in-class tools to assist organisations create a defined framework for structuring the entire Sales Organisation

  • The engagement is designed to optimise a clients’ TAM for maximum revenue growth and realisation. Recommendations are considered for key future sales force design decisions

  • Customer segmentation yields specific insights about customer buying habits and needs, grouping them by similarities and economic attractiveness.

 

METHODOLOGY & OUTCOMES

The Market Penetration and Opportunity Analysis consulting engagement is
implemented through a 5-Phase Methodology.
  • The 5-Phase Market Penetration and Opportunity Analysis Model is centred on best-in-class tools to assist organisations create a defined framework for structuring the entire Sales Organisation
  • The engagement is designed to optimise a clients’ TAM for maximum revenue growth and realisation. Recommendations are considered for key future sales force design decisions
  • Customer segmentation yields specific insights about customer buying habits and needs, grouping them by similarities and economic attractiveness. Targeting prioritises these segments and determines which customers merit the most resources.

 

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.