Challenges We Solve

OUR APPROACH

What is the Revenue Sustainability and Growth Approach?

1. It is a strategic methodology based on key components and designed to accelerate the rate of revenue growth

2. It allows a company to deliver fast-cycle planning.

3. It assists CEOs with a set of integrated strategic choices that originate at the Company Level and cascade down to the Sales and Marketing Divisions within the organisation.

4. It accelerates revenue growth by ensuring distinct customer-centricity, while simultaneously leveraging differentiators for a profitable, competitive advantage.

COMPANY LEVEL CHALLENGES

Competitive-Profile

CORPORATE REVENUE GROWTH STRATEGY

Ensure all growth levers are considered to deliver or surpass your Corporate Strategy EBITDA

Address the risk of not differentiating for a competitive advantage to achieve exponential revenue growth.

WHY THIS MATTERS

  • A Corporate Revenue Growth Strategy enables delivery for exceeding of the Company’s Corporate Strategy and EBITDA
  • In competitive markets companies need to explore new opportunities based on proven methodologies for sustainable revenue growth
  • In every market segment there is only one #1 Low-Cost Option or one #1 Proposition Option.

 

KEY CHALLENGES

  • External: Market Size, new entrants, discounting, volatility, budget freeze and noise
  • Corporate: Where to grow organically and best go-to-market channels
  • Sales Maturity Challenges: Ad hoc Sales Force analysis, multiple sales processes, inaccurate forecasting
  • Execution Challenges: Corporate strategy does not cascade to the Sales Organisation and fails to translate into results on the ground
  • Time Pressure Challenges: Devoting time to planning and executing is difficult due to excessive workloads and unrelenting pressure.

 

HOW WE HELP

  • We deploy our unique revenue growth methodology, carefully sequenced with specific components, each including a unique template or strategy planning canvas to allow customers to plan with focus and simplicity.
  • Each session ensures outside-in thinking and leveraging of differentiators.
  • The outcomes are a future-state strategy with projects and KPIs.
  • This process is based on fast-cycle planning.

SOLUTIONS

  • Revenue Accelerator Strategy Workshop
  • Revenue Accelerator Strategy Workshop Projects Review & Plan
  • Customer Segmentation and Market Opportunity Analysis
  • Sales Force Structure & Sizing
  • Customer Portfolio Mapping
  • CEO Consulting

START THE DISCUSSION

Get in touch to schedule a 75-minute meeting following which we will provide you with:

  1. A matrix representation of your Company’s Revenue Growth risk or opportunity
  2. Your ‘As-Is’ Competitive Profile
  3. A hypothesis of your Market Share growth opportunity

CONTACT US

Call US on +27 (0)11 886 6880 or email info@revenuepartners.co.za

DIGITAL EDITION

The Revenue Journal
2022 Annual

Download the latest edition – the handbook for Revenue Growth Engineering.

Revenue Partners - The Revenue Journal - formerly ThinkSales Magazine

SALES ORGANISATION LEVEL CHALLENGES

Competitive-Strategy-ThinkSales

SALES ORGANISATION STRATEGY

Ensure your Sales Organisation Strategy delivers on your Revenue Growth Strategy

Address the high cost of operating without a documented Sales Strategy.

WHY THIS MATTERS

  • A Sales Organisation Strategy determines the success of the Company’s Revenue Growth Strategy.
  • In a highly competitive market, the strategic plan of how the Sales Organisation functions, retains market share and differentiates through the Sales Force is critical to retaining, growing, and acquiring customers.

TWO KEY CHALLENGES

  1. The Sales Organisation is not equipped to leverage the company’s differentiators for profitability.
  2. As a Sales Organisation includes multiple components, the lack of a 360-degree GAP Analysis of weaknesses to mitigate and strengths to leverage, benchmarked against best-practise for where there are shortfalls, impedes revenue sustainability and growth.

HOW WE HELP

We deliver outcomes through a 360-degree Sales Organisation GAP assessment which informs decisions for the proprietary 5-Pillar Sales Organisation Strategy Workshop.

Execution is dramatically improved by capturing all decisions and projects in a Sales Organisation Strategy Deck, supported by implementation sessions.

SOLUTIONS

  • 5-Pillar Sales Organisation 360-degree Assessment
  • 5-Pillar Sales Organisation Strategy Workshop
  • Sales Organisation Strategy Workshop Projects Review & Plan
  • Sales Force Productivity Design Workshop
  • CEO Consulting.

 

CUSTOMER ENGAGEMENT

Ensure your Customer Engagement Process differentiates your Sales Force

Address the lost opportunity of random and informal sales engagement processes.

WHY THIS MATTERS

  • Buyer decisions have become increasingly more complex driven by the need for broad-based consensus
  • Powerful purchasing departments and a lockdown on costs
  • Buyers demanding a clear business case for change, coupled with ROI indicators relative to investment.
Revenue Partners Customer Engagement Sales Design and Process

THREE KEY CHALLENGES

  1. In a depressed business environment where buyers have many choices, not assisting them with a quality decision-making process results in remaining with the status quo, stalled or lost deals.
  2. With no uniform Customer Engagement Sales Process, a burden is placed on Sales Managers, who instead of proactively managing, measuring, and coaching one process, must reactively manage multiple approaches, causing inaccurate pipelines and forecasts.
  3. The difficulty experienced by the Sales Force to transition from benefits, features, and price discussions to highlighting the differentiators and value of their products and services, validated by a cost of the problem and ROI.

HOW WE HELP

We design and reinforce a sales process best suited to your Sales Organisation and your customers through a bespoke Sales Engagement Process based on the Psychology of Change.

In the process we transition your Sales Force from benefits, features and price discussions to business outcome engagements, aligning your differentiators with customer buying needs and return on investment.

SOLUTIONS

  • Sales Engagement Process Design for Field, Call Centre, and Retail
  • Sales Engagement Process Deployment Training
  • Sales Engagement Process Refreshers
  • Business Case Coaching
  • Revenue & Productivity Metrics Review and 30-Day Plans
  • Win / Loss Analysis Workshop.
Sales Coaching Sales Team Sales Talent

SALES TALENT

Ensure you appoint, train and retain top Sales Reps

Address the heavy toll of not appointing, training and retaining best-in-class Sales Reps.

WHY THIS MATTERS

  • Author, sales strategy lecturer and Harvard Business Review contributor, Steve W. Martin, interviewed over 1000 top Sales Reps from some of the world’s best companies. His research indicated that high-performing Sales Reps must establish credibility through appropriate communication levels, situational dominance and the ability to ask the customer tougher qualifying questions.
  • Correct hiring, onboarding, and up-skilling for this personality type is a business imperative.

THREE KEY CHALLENGES

  1. MAKING THE RIGHT HIRES: The cost of a bad hire is staggering, including recruitment time, onboarding, re-hiring and missed targets.
  2. DEVELOPING SALES TALENT: In the absence of a Sales Process, training is based on morale and basic skills with no long-term benefits.
  3. ONE-OFF EVENTS: Lack of ongoing training and coaching. Just as world-class sportsmen, musicians and actors require ongoing training and coaching to achieve mastery so do Sales Reps require multiple layers of training and coaching .

HOW WE HELP

We deploy unique solutions to fundamentally improve Sales Rep performance. From hiring benchmarks based on a globally unique Competitive Sales DNA assessment, to focused GAP analysis training based on Development Priority Maps.

The outcomes are key sales skills, productivity enhancement and deal progression methodologies.

SOLUTIONS

  • Sales Rep Recruitment Process Design
  • Sales Rep Hiring Benchmarks
  • Sales Rep Development Priority Maps
  • Job Specifications: Job Advertisements and Job Descriptions
  • Sales Skills training
  • Sales Skills deployment and refresher training.

SALES MANAGEMENT

Ensure you appoint, train and retain top Sales Managers

Sales Managers, through a Sales Force, are the ultimate customer custodians.

WHY THIS MATTERS

  • Research by VantagePoint Performance on a group of global B2B Salesforces, including 515 Sales Managers and 4 691 Sales Reps, found top-performing Sales Managers achieve 39% more of their target than bottom-performing managers.
  • The cost of hiring a poor Sales Manager is especially costly, as their success or failure impacts the delivery of their entire sales team.
Revenue Partners Sales management solutions

THREE KEY CHALLENGES

  1. MISALIGNED HIRES & PROMOTIONS: In many instances, Sales Managers are promoted to the position due primarily to their success as Sales Reps, which is a very low indicator of successful sales management capability.
  2. DEVELOPING SALES MANAGERS: Training which does not include a combination of soft skills (interpersonal and leadership), as well as hard skills (education and technical knowledge).
  3. COACHING SALES MANAGERS: No metrics-based coaching framework based on the company’s sales processes Managers equipped to manage and motivate a Sales Force struggling to differentiate your Sales Organisation.

2. NON-DEVELOPMENT OF SALES MANAGERS

  • Training does not include a combination of soft skills (interpersonal and leadership), as well as hard skills (education and technical knowledge)
  • Investment in manager-specific training and coaching, which are critical for success, are not built into the annual budget
  • A tendency to focus on Sales Rep KPIs without the same rigour on defining Sales Management KPIs.

HOW WE HELP

We deploy unique solutions to improve your Sales Management. From hiring benchmarks based on a globally unique Competitive Sales DNA assessment, to sales training and coaching.

SOLUTIONS

  • Sales Manager Recruitment Process Design
  • Sales Manager Hiring Benchmarks
  • Sales Manager Development Priority Maps
  • Job Specifications: Job Advertisements and Job Descriptions
  • Sales Manager Training
  • Sales Manager Coaching
  • Sales Manager deployment and refresher training
  • Sales Manager deployment and refresher coaching
Revenue Partners Sales Enablement Video Solutions

SALES ENABLEMENT

Enable Your Sales Force to secure quality meetings and establish stakeholder credibility

Address the high cost of no Lead Generation Process backed by ROI case studies.

WHY THIS MATTERS

  • Professor Frank Cespedes of Harvard Business School, in association with DocSend (a secure document sharing, and tracking platform used by over 11 000 professionals) conducted a study of 34 000 interactions between customers and content.
  • What they found is that 5% of the uploaded content gets 90% of the engagement. Most compelling of all was that the content items that received 90% of engagement were case studies tailored for industry verticals.

TWO KEY CHALLENGES

  1. It is becoming harder to secure meetings with prospects and even customers. Buyers are pressed for time, price sensitive and demand solid motivation for a meeting.
  2. When it comes to buying or switching, customers and prospects require proof of success and ROI.

HOW WE HELP

We deploy proven lead generation and case study methodologies to improve the number of quality meetings and to offer customers valuable ROI case studies.

SOLUTIONS

  • Lead Generation Process Workshop
  • ROI Case Studies (video and written)