SALES FORCE STRUCTURE & SIZING FOR MARKET PENETRATION

SALES STRATEGY CONSULTING

Sales-Force-Structure-and-Sizing

SALES FORCE STRUCTURE & SIZING FOR MARKET PENETRATION

Sales force structure and size planning for driving ROI

OVERVIEW

  • 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.

KEY STAKEHOLDERS INVOLVED

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

METHODOLOGY & OUTCOMES

The Sales Force Structure and Sizing engagement is implemented through a Five-Phase Methodology.
  • The 5-Phase Sales Force Structure & Sizing for Market Penetration Model is centred on best-in-class planning tools to assist organisations create a defined strategy for sales force structure and sizing to be managed on a go-forward basis

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

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

 

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.