OUR CUSTOMERS OUTPERFORM THEIR MARKETS. HERE'S HOW.
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revenue growth engineeringtm OUR CUSTOMERS OUTPERFORM THEIR MARKETS. HERE’S HOW. The Revenue Engineering Approach Established in 2010, ThinkSales Global is a management consultancy focused on revenue growth so our customers can grow faster than the market and their competitors. This is achieved by improving Sales Organisation Maturity across the 5 Pillars of a world-class Sales Organisation. UPDATED: 2021-03
“All men can see the tactics whereby I conquer,
but what none can see is the strategy out of which victory is evolved.”
SUN TZU – The Art of War
2HOME
OUR APPROACH
– Our Revenue Engineering Approach
– Sales Organisation Maturity
OUR APPROACH
Framework
– 6 Ways We Assist Customers
Become Market-Leaders
WHAT WE DO
CUSTOMER SUCCESS
BOOK A 60-MIN CONSULTATION
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
3OUR APPROACH
HOME
OUR REVENUE ENGINEERING APPROACH
OUR APPROACH ThinkSales Global is a management consultancy that blends strategy with execution to achieve market-leading results.
– Our Revenue Engineering Approach
HOW WE EQUIP OUR CLIENTS
– Sales Organisation Maturity
Framework By deploying our unique Revenue Engineering Approach, we assist our customers with sales growth and margin protection to
achieve or surpass their budget and grow faster than the market and their competitors.
– 6 Ways We Assist Customers
Become Market-Leaders
WHAT WE DO OUR REVENUE ENGINEERING APPROACH
We work with customers to achieve Sales Organisation Maturity across the 5 Pillars of a high-performance Sales Organisation.
This is realised through an integrated approach of design and execution across all 5-Pillars.
CUSTOMER SUCCESS SALES ORGANISATION DESIGN SALES ORGANISATION MATURITY • This Revenue Engineering Approach aligns
5 KEY PILLARS LAGGING DEFINING ALIGNING EMBEDDING OPTIMISING the corporate growth strategy to the functional
area of sales and is linked to KPIs and specific
1. Competitive Strategy outcomes
BOOK A 60-MIN CONSULTATION • Through our diagnostic approach, we identify
2. Customer Engagement strengths and weaknesses within the 5-Pillars
of a Sales Organisation framework.
3. Sales Talent
• We then co-create a solution to assist
4. Sales Management customers improve their Sales Maturity by
defining, aligning, embedding and optimising
www.thinksalesglobal.com 5. Sales Enablement best-practice across the 5-Pillars of a Sales
Organisation.
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Copyright 2021 ThinkSales Global (Pty) LtdOUR APPROACH
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SALES ORGANISATION MATURITY FRAMEWORK
OUR APPROACH We assist our customers accelerate their rate of revenue growth to outperform the market by achieving
Sales Maturity across the 5 Pillars of a high-performance Sales Organisation.
– Our Revenue Engineering Approach LEVEL 1. Lagging 2. Defining 3. Aligning 4. Embedding 5. Optimising
– Sales Organisation Maturity • Company-level strategy cascades • Company-aligned Sales Strategy
• Universal adoption of aligned • C-level ownership with highly
5 PILLARS OF A HIGH-PERFORMANCE SALES ORGANISATION
Framework • Company-level strategy is Company and Sales Strategy responsive and aligned Company
down to the Sales Strategy is distilled into actions for each
not translated to the Sales • Sales Director-led envisioning and Sales Organisation
Competitive • Sales Strategy is documented, Sales Pillar
Organisation level with C-level involvement • Rigorous ongoing, data-led
– 6 Ways We Assist Customers Strategy • No strategic approach at the
based on ‘outside-in’ thinking • Sales Strategy is aligned across
• Universal adoption of Sales planning
and is customer-centric and all Pillars and is coordinated with
Become Market-Leaders Sales Organisation level
future-orientated other Business Units
Strategy by Salesforce and • Long-term customer and value
Managers gain is realised
• Process and systems for • CE process is aligned to the
• Agile approach to refining and
prospecting & customer • Process and systems for buyers’ process and needs • Universal adoption of CE process
Customer testing processes in response to
WHAT WE DO Engagement
engagement (CE) either not prospecting and CE defined and • Alignment with the Talent, by the entire Salesforce and all
changing business environment
defined or randomly followed by formalised Management and Sales Business Units
and customer needs
Sales Reps Enablement Pillars
• Sales Talent processes are
• Formal Sales Talent processes • An agile Salesforce with ongoing
• Undefined processes universally adopted
• Formal processes defined for universally deployed to all teams/ improvements to processes
• Uneven approach to hiring, • Desired attitudes & behaviours
Sales Talent hiring, onboarding, training and divisions • High percentage of Sales Reps on
CUSTOMER SUCCESS onboarding, training and
developing sales talent
developing sales talent • Skills development aligned with
are embedded in Sales
Organisation culture
target
the 5-Pillars • Low Salesforce churn
• Skills development is situational
• No methods or standards in • Metrics-driven forecasting, • Agile Sales Management team
• Universal processes and metrics • Universal adoption of processes
managing Sales Reps managing and coaching of Sales • Ongoing improvements to
Sales defined for sales management with optimal cadence
• Forecasting is unpredictable Reps is aligned with all Sales processes
Management • Leading activities are identified • Reliable forecasting
BOOK A 60-MIN CONSULTATION • Management tracks lagging
indicators
and tracked
Pillars and linked to leading
indicators
• Strong execution capabilities
• Strong change management
capabilities
• A planned approach to equipping • Full alignment across Sales • Agile approach to ongoing
• No planning
the Salesforce with the tools and Pillars improvements
Sales • Ill-defined processes • Universal adoption of systems
support required (CRM, Sales • Full alignment with BUs (IT, • Rapid development, deployment
Enablement • Ad hoc activities with poor and tools and standards
Collateral, Admin Support, Leads, Finance, Marketing, Service, etc.) and training on new systems and
support systems
etc.) tools
Focus and integration on all five Best-practice is uniformly adopted High-performing mature Sales
STATE OF Immature Sales Organisation Formal systems and processes
Pillars and alignment with and is ingrained as: ‘Our way of Organisation that embraces agile,
www.thinksalesglobal.com MATURITY lagging behind competitors are defined
Business Units doing business’ ongoing improvement
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Copyright 2021 ThinkSales Global (Pty) LtdOUR APPROACH
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6 WAYS WE ASSIST CUSTOMERS BECOME MARKET-LEADERS
OUR APPROACH
Market-leading companies grow faster than competitors by committing to a revenue engineering approach, allocating
the resources required and relentlessly driving execution. Here’s how we are uniquely positioned to assist.
– Our Revenue Engineering Approach
– Sales Organisation Maturity
Framework
– 6 Ways We Assist Customers
Become Market-Leaders
1 2 3 4 5 6
WHAT WE DO
SALES MATURITY BEST-PRACTICE CLEAR OUTCOMES FOCUSED WORK 360-DEGREE EXECUTION
MODEL TOOLS & & FIXED COSTS PRODUCED IN SHORT INTERVENTIONS ASSISTANCE
We assist our FRAMEWORKS All interventions TIMEFRAMES OR STAND-ALONE Execution is built into
CUSTOMER SUCCESS customers accelerate FOR CO-CREATED, have clearly defined Speed of deployment SOLUTIONS programmes, with
their rate of revenue IMPLEMENTABLE outcomes with pre- is a trademark of our Programme decisions actual feet on the
growth to outperform SOLUTIONS agreed fixed costs customer delivery. are based on ground if necessary
the market by Analytical frameworks based on an agreed strategic relevance, to assist clients to
achieving Sales and tools are used ‘Cost of the Problem’ tactical urgency and implement and embed
BOOK A 60-MIN CONSULTATION improvements.
Maturity across the as a guide for Senior and targeted ROI. ROI payback time.
5 Pillars of a Executives to input Customers therefore
world-class Sales their in-depth pilot with a standalone
Organisation. knowledge of their product or select an
business into strategic integrated 1- to 3-year
planning frameworks. programme.
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+27 (0)11 886 6880
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Copyright 2021 ThinkSales Global (Pty) LtdHOME
OUR APPROACH
WHAT WE DO
– Our Service Offering at a Glance WHAT WE DO
– Introduction Video
CUSTOMER SUCCESS
BOOK A 60-MIN CONSULTATION
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+27 (0)11 886 6880
info@thinksalesglobal.com
7WHAT WE DO
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OUR SERVICE OFFERING AT A GLANCE
OUR APPROACH ThinkSales Global equips Sales Organisations with these strategies, tools and tactics to win today.
Market Job
Opportunity Analysis & Scientific
Customer Recruitment
Analysis & Benchmarks
Segmentation
WHAT WE DO Index Model
Penetration Process
Design
for Hiring
Model Sales Reps
Advanced Customer Sales
Value Engagement Playbook Scientific
Proposition Process Design Development
– Our Service Offering at a Glance Analysis & Priority Maps
Design
– Introduction Video
Competitive
Competitive Strategy: Customer Sales
Sales Skills
Advantage Company-level Engagement Talent Accelerator
Strategy
CUSTOMER SUCCESS Workshop
Training
5-Pillar Scientific
BOOK A 60-MIN CONSULTATION Strategic
Competitive Strategy: Sales Sales Benchmarks
Sales Org for Hiring
Assessment Sales Organisation-level Enablement Management
Managers
5-Pillar Sales & ROI Scientific
Strategic Sales Marketing Customer Case Development
Organisation Collateral Studies Priority Maps
Workshop Development
Salesforce Coaching Pro Sales
Structure & Sales Manager Pro
for Sales
Sizing Productivity Training
Managers
Design
www.thinksalesglobal.com Training
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Solutions are delivered within our Sales Organisation Maturity Framework
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Copyright 2021 ThinkSales Global (Pty) LtdWHAT WE DO
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INTRODUCTION VIDEO
OUR APPROACH Watch the video to get a complete view of the services we offer – and the impact we make.
WHAT WE DO
– Our Service Offering at a Glance
– Introduction Video
CUSTOMER SUCCESS
BOOK A 60-MIN CONSULTATION
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
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Copyright 2021 ThinkSales Global (Pty) LtdHOME
OUR APPROACH
WHAT WE DO
CUSTOMER SUCCESS
CUSTOMER SUCCESS
– Case Study: AutoTrader
– Case Study: Pnet
– Customer Success Compilation Video
BOOK A 60-MIN CONSULTATION
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
10CUSTOMER SUCCESS
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CASE STUDY: AUTOTRADER
OUR APPROACH How we assisted AutoTrader to outperform the market.
AutoTrader (a Naspers company) is the largest automotive marketplace in South
WATCH THE VIDEO
Africa, with almost 6 million monthly visits to its online platforms where car shoppers
WHAT WE DO conduct almost 40 million searches per month, across mobile, tablet, desktop and
apps, viewing over 80 000 vehicles. With worldclass and first in South Africa search THE INTERVENTION
technologies on web, iOS and Android applications, car shoppers can shop anywhere,
1. Diagnostic, Value-Selling
anytime. Over 75% of South African dealerships advertise on AutoTrader.
Sales Process
CUSTOMER SUCCESS
2. In-field Observation &
THE PROBLEMS
Coaching
– Case Study: AutoTrader 1 AutoTrader’s established print sales team had become ‘order-takers’:
By 2007 it dominated the market with the largest print and distribution model –
a key advantage that no other competitors could replicate at the time. Therefore the
3. Sales Management
Training
– Case Study: Pnet
conversations held by Sales Reps with customers typically went straight to the close.
– Customer Success Compilation Video
THE RESULTS
2 The new digital solution was not as easily differentiated: By 2013 the market
had begun to shift away from print and towards digital advertising solutions.
With lower barriers to entry, more competitors had emerged – and at surface-level,
• Revenue increase of 18% in a tough economic
BOOK A 60-MIN CONSULTATION environment and a highly competitive market.
a digital website was easy to copy. A further issue was that of customers not fully
• A diagnostic-selling team capable of co-creating solutions
understanding the digital space, so in this new environment many customers did not
with customers.
clearly understand the full value and superior functionality that AutoTrader’s solution
was offering. To these customers competitor offerings all looked the same. • Value was clearly defined and better articulated to
customers, enabling differentiation from competitors.
3 Perception of value rather than real value was dominating the market:
AutoTrader’s team realised they would be outsold on the basis of the
perception of value and price, not on the real value of the product. The business
• The sales process ensures that new Sales Reps and
Managers can quickly get into the field and successfully
www.thinksalesglobal.com needed to sell differently to change perception, the manner in which Sales Reps follow the process.
engaged customers would need to change, but no one knew exactly what that
+27 (0)11 886 6880 difference was, or where to begin.
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Copyright 2021 ThinkSales Global (Pty) LtdCUSTOMER SUCCESS
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CASE STUDY: PNET
OUR APPROACH How we assisted Pnet to outperform the market.
Pnet is South Africa’s leading job board that services both employers and applicants.
WATCH THE VIDEO
Pnet assists 3 000 plus clients nationally and over 3 million job seekers. The website
WHAT WE DO generates 1.6 million unique visitors per month. As a member of the internationally
recognised StepStone Group, Pnet has access to the global resources of an
e-Recruitment multinational.
CUSTOMER SUCCESS THE PROBLEMS
– Case Study: AutoTrader
1 Corporate customers (HR practitioners within large and enterprise-level
companies) did not understand the Pnet value proposition.
– Case Study: Pnet 2 The default preference of customers was to use recruitment agencies, social media
and other inexpensive competitor recruitment sites to attract and hire staff.
3
– Customer Success Compilation Video As a result, the Corporate Division of Pnet was not delivering on its value potential
and had not achieved annual budget for several years.
BOOK A 60-MIN CONSULTATION THE INTERVENTION THE RESULTS
ThinkSales deployed two key programmes to address the problems. • In 2017 average order value (deal size) increased by 214%
1. Diagnostic, Value-Selling Sales Process over 2016.
a. The team shifted from price-selling to diagnostic, value-based selling. • The deal/loss ratio decreased by 52%.
b. It altered the focus from product to customer-centricity by addressing
• Year-on-year revenue increased by 23%.
customer challenges.
c. The cost for a company to remain with the status quo was highlighted by • The Corporate Division Target was achieved for the first
co-creating a ‘Cost of the Problem’ for staying the same. time in years.
www.thinksalesglobal.com 2. Sales Management Training
a. This enabled the employment and equipping of a Sales Manager to lead a
+27 (0)11 886 6880 customer-centric, diagnostic, value-selling Salesforce.
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Copyright 2021 ThinkSales Global (Pty) LtdCUSTOMER SUCCESS
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CUSTOMER SUCCESS COMPILATION VIDEO
OUR APPROACH A window into the challenges our clients face and the impact we make.
WHAT WE DO
CUSTOMER SUCCESS
– Case Study: AutoTrader
– Case Study: Pnet
CUSTOMER
– Customer Success Compilation Video
SUCCESS
BOOK A 60-MIN CONSULTATION
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
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Copyright 2021 ThinkSales Global (Pty) LtdTHINKSALES GLOBAL
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BOOK A 60-MINUTE STRATEGIC CONSULTATION
OUR APPROACH Book an online session and receive a GAP Analysis assessment with a senior business consultant at no charge.
WHAT WE DO
D uring consultation, ThinkSales Global will take you through one of two strategic
planning tools designed specifically to assist Senior Executives quickly and accurately
gauge where to focus resources and energy to mitigate risks and/or leverage strengths
GET IN TOUCH
through Covid-19 and beyond.
Discover why over 300 leading
COMPANY-LEVEL ASSESSMENT – THESE CRITICAL FACTORS ARE COVERED: South African companies have turned
WHAT WE DO 1. The Company’s dependence on its Salesforce and its performance to achieve its to ThinkSales Global for our unique
annual budget Revenue Engineering Approach,
2. The Company’s dependence on buyers understanding its differentiators to open
based on the use of frameworks
new business
and the key principles of simplicity,
BOOK A 60-MIN CONSULTATION 3. The Company’s dependence on its Salesforce to optimally penetrate its customer
segments to retain and grow its most valuable customers. data patterns and clearly defined
outcomes.
SALES ORGANISATION-LEVEL ASSESSMENT – THESE CRITICAL FACTORS ARE COVERED:
1. Which Sales Pillar/s and what factors or activities are impacting revenue growth?
2. Which Sales Pillar/s and what factors or activities can be leveraged to accelerate +27 (0)11 886 6880
revenue growth?
3. What is the strategic relevance, tactical urgency and ROI payback required to info@thinksalesglobal.com
mitigate the risks?
THE OUTCOMES – USE THE INSIGHTS FROM THE SESSION TO:
www.thinksalesglobal.com
1. Immediately understand where there are weaknesses to address or strengths to
leverage
+27 (0)11 886 6880 2. Gain clarity on where to focus financial and people resources for the best return
3. Gauge the urgency to address the issues at hand.
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