TRANSFORMATIVE SALES REP & SALES MANAGER TRAINING - ThinkSales Global
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INTRODUCTION
revenue growth engineeringtm
SALES EXECUTIVE TRAINING
SALES MANAGER TRAINING
ADDITIONAL SUPPORT SERVICES
SALES SKILLS TRAINING DIVISION
GET IN TOUCH
TRANSFORMATIVE SALES REP
& SALES MANAGER TRAINING
UPDATED: FEB 2021
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
1
INTRODUCTION
– How We Engineer Revenue Growth
– 6 Differentiating Factors
– ThinkSales Global Introduction Video
– Sales Training Division Overview
INTRODUCTION
SALES EXECUTIVE TRAINING
SALES MANAGER TRAINING
ADDITIONAL SUPPORT SERVICES
GET IN TOUCH
2
WHAT WE DO
INTRODUCTION
HOW WE ENGINEER REVENUE GROWTH
– How We Engineer Revenue Growth
– 6 Differentiating Factors ThinkSales has designed a unique Revenue Sustainability and Growth Approach around 8 distinct but key
– ThinkSales Global Introduction Video interdependent components.
– Sales Training Division Overview
The eight components central to this approach comprise: The Revenue Sustainability and Growth Approach is based
• Three Company-Level Business Design Levers on a set of integrated strategic choices that originate at the
Company Level and cascade down to all divisions within
• Five Sales Organisation-Level Business Design Pillars
the organisation.
1. It focuses on the three key Company-Level Business
When all eight of these components perform optimally, a company
Design Levers that have the greatest impact on revenue
is positioned to sustain current revenue and market share, and
sustainability, revenue growth and margin protection
accelerate revenue growth opportunities whilst simultaneously
protecting margins. 2. It focuses on the five key Sales Organisation-Level
Business Design Pillars that are fundamental to a high-
SALES EXECUTIVE TRAINING performance Sales Organisation to deliver or surpass
its budget
2 COMPANY-LEVEL
REVENUE ENABLER LEVERS 3. It is designed around precise frameworks that
1. Differentiated Value Profile allow CEOs and the Executive Team to make informed
SALES MANAGER TRAINING 1 REVENUE 3 2. Advanced Value Proposition
SUSTAINABILITY 3. Customer Segmentation
strategic choices on where to focus energy
& and resources
GROWTH APPROACH
SALES ORGANISATION-LEVEL
REVENUE DRIVER PILLARS 4. It assists CEOs and the Executive Team make key
1 8 KEY 5 choices to both mitigate risk and leverage strengths
1. Competitive Strategy
ADDITIONAL SUPPORT SERVICES COMPONENTS
2. Customer Strategy during the Covid-19 crisis and beyond
3. Talent Strategy
2 4 4. Management Strategy 5. It is designed to increase profitability by ensuring
5. Enablement Strategy
3 distinct customer-centricity while simultaneously
GET IN TOUCH leveraging differentiators for a competitive advantage.
3
Copyright 2021 ThinkSales Global (Pty) Ltd
WHAT WE DO
INTRODUCTION
6 DIFFERENTIATING FACTORS
– How We Engineer Revenue Growth
– 6 Differentiating Factors Best-practice approaches tailored to specific needs – backed by strategy and execution to achieve
– ThinkSales Global Introduction Video excellent results.
– Sales Training Division Overview
1 2 3 4 5 6
METHODOLOGY BEST-PRACTICE CLEAR OUTCOMES FOCUSED WORK 360-DEGREE EXECUTION
IMPACTING COMPANY TOOLS AND AND FIXED COSTS PRODUCED IN SHORT INTERVENTIONS ASSISTANCE
AND SALES FRAMEWORKS All interventions have TIME FRAMES OR STAND-ALONE Execution is built into
SALES EXECUTIVE TRAINING ORGANISATION FOR CO-CREATED, defined outcomes Speed of deployment SOLUTIONS programmes, with
LEVELS IMPLEMENTABLE with pre-agreed fixed is a trademark of our Programme decisions actual feet on the
A unique Revenue SOLUTIONS costs based on an customer delivery. are based on ground if necessary.
Sustainability and Analytical frameworks agreed Cost of the strategic relevance,
Growth Approach and tools are used Problem and targeted tactical urgency and
SALES MANAGER TRAINING
addresses the most as a guide for reps to ROI. ROI payback time.
critical Company Level input their in-depth Customers therefore
Revenue Enabler knowledge of their pilot with a stand-
Levers and Sales business into strategic alone product or
ADDITIONAL SUPPORT SERVICES Organisation Level planning frameworks. select an integrated 1
Revenue Driver Pillars to 3-year programme.
for income growth and
margin improvement.
GET IN TOUCH
4
Copyright 2021 ThinkSales Global (Pty) Ltd
INTRODUCTION
INTRODUCTION
THINKSALES GLOBAL INTRODUCTION VIDEO
– How We Engineer Revenue Growth
– 6 Differentiating Factors Watch the video to get a complete view of the services we offer – and the impact we make.
– ThinkSales Global Introduction Video
– Sales Training Division Overview
SALES EXECUTIVE TRAINING
SALES MANAGER TRAINING
ADDITIONAL SUPPORT SERVICES
GET IN TOUCH
5
Copyright 2021 ThinkSales Global (Pty) Ltd
INTRODUCTION
INTRODUCTION
SALES TRAINING DIVISION OVERVIEW
– How We Engineer Revenue Growth
– 6 Differentiating Factors ThinkSales has been delivering transformative sales programmes for over a decade.
– ThinkSales Global Introduction Video
O
– Sales Training Division Overview ur training programmes
are designed to engage
delegates using leading
adult-learning techniques.
Delegates are challenged to GET IN TOUCH
workshop and apply the learnings
from local and international
best-practice to their current
environment. This allows for a
high degree of interaction – and
practical application for immediate
SALES EXECUTIVE TRAINING implementation.
Our in-house programmes can be
tailored to a Business-to-Business
SALES MANAGER TRAINING or Business-to-Consumer focus.
Our Sales Rep and Sales Manager
training programmes have been
purpose-built to compliment each
ADDITIONAL SUPPORT SERVICES
other, providing holistic solutions
for salesforce training.
Talk to us to see how we can meet
GET IN TOUCH your sales training requirements.
6
Copyright 2021 ThinkSales Global (Pty) Ltd
INTRODUCTION
SALES EXECUTIVE TRAINING
– SALES SKILLS ACCELERATOR
SALES EXECUTIVE
TRAINING
Build a confident, skilled and self-directed sales force –
equipped to perform in the current environment
SALES MANAGER TRAINING
ADDITIONAL SUPPORT SERVICES
GET IN TOUCH
7
PROGRAMME SUMMARY
INTRODUCTION
SALES SKILLS ACCELERATOR
PROBLEMS ADDRESSED
SALES EXECUTIVE TRAINING The Sales Skills Accelerator is a 2-part course designed to develop
1 Average, below-average or inconsistent
and strengthen self-management aspects and key selling skills sales performance
SALES SKILLS ACCELERATOR
critical for delivering consistent sales results.
Sales Reps battling to perform in the
2
– Part 1 Outcomes: new world of remote selling
Success Habits for Sales Success
Recently re-structured teams where
– Part 2 Outcomes: 3
there is a need to establish a new, shared
Sales Skills for Success in the understanding of best practice
New Normal PART 1 PART 2
Optimal Developing Inefficient time management skills result in
4
Success Habits Selling Skills wasted focus on low-yield activities
for Sales Required for Sales Reps selling on features and benefits
Reps Success 5
who struggle to communicate value to
their customers
FLEXIBLE DELIVERY FLEXIBLE PROGRAMME DESIGN
SALES MANAGER TRAINING Consultant-led online Select Part 1 and/or
DELEGATE LEVEL
or in-person training Part 2
• New Sales Reps
ADDITIONAL SUPPORT SERVICES • Experienced Sales Reps who
have not had formal – or recent
CUSTOMER RESULTS – training in self management
How our Sales Skills training and sales skills
GET IN TOUCH programmes deliver ROI
8
Copyright 2021 ThinkSales Global (Pty) Ltd
PART 1: SALES SKILLS ACCELERATOR
INTRODUCTION
SUCCESS HABITS FOR SALES SUCCESS
SALES EXECUTIVE TRAINING As we all try to find balance in an extremely uncertain Covid-19 world, mental resilience has never been more
important. This is especially critical in selling, where your frontline team needs to project confidence and remain
SALES SKILLS ACCELERATOR productive to deliver results.
– Part 1 Outcomes:
Success Habits for Sales Success In a Covid-19 world, Sales Reps selling remotely require guidance and training with
WHY?
– Part 2 Outcomes: specific assistance around mindset, motivation, self-confidence, and time-management.
Sales Skills for Success in the
New Normal
PART-1 OUTCOMES
PART 1 DAY 2
1. How to develop and maintain a positive attitude, manage stress and adapt to the current
Optimal Developing
environment of uncertainty
Success Habits Selling Skills
2. Essential time management skills & frameworks to prioritise revenue-generating activities
for Sales Required for
Reps Success
3. Self-discipline for efficiency and effectiveness
4. Tactics to strengthen confidence and mental resilience in a sales environment
5. Build powerful habits for sales success
SALES MANAGER TRAINING
ONLINE PROGRAMME DELIVERY MORE INFORMATION
ADDITIONAL SUPPORT SERVICES
1. One or two 4-hour Online Consultant-led Workshops Contact us to obtain further details on our programmes and rates:
2. Interactive online knowledge transfer and exercise sessions info@thinksalesglobal.com
3. Consultant-led Implementation Plan Development
GET IN TOUCH • Call us to discuss in-person training options +27 (0)11 886 6880
9
Copyright 2021 ThinkSales Global (Pty) Ltd
PART 2: SALES SKILLS ACCELERATOR
INTRODUCTION
SALES SKILLS FOR SUCCESS IN THE NEW NORMAL
SALES REPS TRAINING In an extremely disrupted environment, it’s critical to equip your sales team with the knowledge and skills they’ll
need to be successful at selling in a tough, online world. ThinkSales provides purpose-built training to upskill
SALES SKILLS ACCELERATOR sales teams to be productive and successful in a Covid-19 world.
– Part 1 Outcomes:
Success Habits for Sales Success In a Covid-19 world Sales Reps selling remotely require specific assistance around
WHY?
– Part 2 Outcomes: selling skills to strengthen their ability to close deals at a distance.
Sales Skills for Success in the
New Normal
PART-2 OUTCOMES DAY 1 PART 2
1. Sales tools to assist a remote Salesforce secure more appointments Optimal Developing
Success Habits Selling Skills
2. A process to quickly create relevance and overcome objections through value selling
for Sales Required for
3. A methodology to articulate business value in a changing world Reps Success
4. Improve quality of service and proactivity as a personal differentiator to acquire and retain
accounts
SALES MANAGER TRAINING
ONLINE PROGRAMME DELIVERY MORE INFORMATION
ADDITIONAL SUPPORT SERVICES
1. One or two 4-hour Online Consultant-led Workshops Contact us to obtain further details on our programmes and rates:
2. Interactive online knowledge transfer and exercise sessions info@thinksalesglobal.com
3. Consultant-led Implementation Plan Development
GET IN TOUCH • Call us to discuss in-person training options +27 (0)11 886 6880
10
Copyright 2021 ThinkSales Global (Pty) LtdINTRODUCTION
SALES EXECUTIVE TRAINING
SALES MANAGER TRAINING
– SALES MANAGER PRO
– COACHING PRO SALES MANAGER
TRAINING
Optimising Sales Manager skills
for delivering sales targets in an
increasingly complex environment
ADDITIONAL SUPPORT SERVICES
GET IN TOUCH
11PROGRAMME SUMMARY
INTRODUCTION
SALES MANAGER PRO
PROBLEMS ADDRESSED
SALES EXECUTIVE TRAINING This 2-part course is designed to expand and strengthen the critical
Fine-tuning required on the full set
aspects of a Sales Manager’s role. The information and insights 1
of sales management skills to deliver
condensed in this course could take years to learn on the job by target mandates in increasingly complex
trial-and-error. environments
SALES MANAGER TRAINING
Inability to deal with the competing priorities
2
in managing a Remote Salesforce
– SALES MANAGER PRO
PART 1 PART 2 3 Not familiar with managing the activities of
– Part 1 Outcomes:
Management Skills to Drive Essential Skills Building a a Remote Salesforce
Today’s Sales Teams for Managing Metrics-Focused
Sales Teams for & Process-Driven 4 Lack of remote deal navigation experience
– Part 2 Outcomes:
Managing Key Sales Activities Results Sales Force Lack of Salesforce confidence in Sales
& Delivering Outcomes 5 Management’s ability to support their
– COACHING PRO changing world.
FLEXIBLE DELIVERY
Consultant-led online or in-person training
DELEGATE LEVEL
• Experienced Sales Managers
who have not had formal or
ADDITIONAL SUPPORT SERVICES recent sales management
CUSTOMER RESULTS training
How our Sales Manager training • New Sales Managers
GET IN TOUCH programmes deliver ROI • Business Owners looking to
build sales team capacity
12
Copyright 2021 ThinkSales Global (Pty) LtdPART 1: SALES MANAGER PRO
INTRODUCTION
MANAGEMENT SKILLS TO DRIVE TODAY’S SALES TEAMS
SALES REPS TRAINING Sales Managers have an out-sized impact on the performance of their teams. Effective Sales Managers are able
to help Sales Reps who are doing poorly to improve, and to help those who are performing well to achieve more.
This training equips Sales Managers to effectively manage their team to drive improvements.
SALES MANAGER TRAINING
In the Covid-19 world, Sales Managers require guidance, training, and coaching with
– SALES MANAGER PRO WHY?
specific assistance around leading remote sales teams.
– Day 1 Outcomes:
Management Skills to Drive PART 1 DAY 2
Today’s Sales Teams
PART-1 OUTCOMES
– Day 2 Outcomes:
Essential Skills Developing
Managing Key Sales Activities for Managing Selling Skills
1. Time management to radically improve personal and team efficiency and effectiveness in a
& Delivering Outcomes Sales Teams for remoteRequired for
sales environment
– COACHING PRO Results Success
2. Identification of key focus areas that drive revenue
3. Build a positive, engaged and self-directed sales team
ONLINE PROGRAMME DELIVERY
Core modules, led by a Master Consultant: MORE INFORMATION
ADDITIONAL SUPPORT SERVICES
1. Two 4-hour Online Consultant-led Workshops Contact us to obtain further details on our programmes and rates:
2. Interactive Online knowledge transfer and exercise sessions
info@thinksalesglobal.com
3. Consultant-led Implementation Plan Development.
GET IN TOUCH • Call us to discuss in-person training options +27 (0)11 886 6880
13
Copyright 2021 ThinkSales Global (Pty) LtdPART 2: SALES MANAGER PRO
INTRODUCTION
MANAGING KEY SALES ACTIVITIES & DELIVERING OUTCOMES
SALES EXECUTIVE TRAINING Now more than ever, companies are having to achieve more with less. Sales Teams that lack focus and drive around
the key revenue-generating activities that will move the needle, pose a significant liability. This training equips
managers with the acumen and skills necessary for building a metrics-focused, results-producing sales team.
SALES MANAGER TRAINING
WHY? In a Covid-19 world, Sales Managers need to be driving the right activities on the right
– SALES MANAGER PRO
opportunities to improve the results of their sales team.
– Part 1 Outcomes:
Management Skills to Drive DAY 1 PART 2
Today’s Sales Teams
– Part 2 Outcomes:
PART-2 OUTCOMES Optimal Developing
Managing Key Sales Activities 1. Tools to increase success rates in a remote sales environment
Success Habits Selling Skills
& Delivering Outcomes for Sales Required for
– COACHING PRO 2. Understand the 4 key levers that managers can leverage to move the needleReps Success
3. A framework to effect changes in a challenging environment
ONLINE PROGRAMME DELIVERY MORE INFORMATION
ADDITIONAL SUPPORT SERVICES
1. Two 4-hour Online Consultant-led Workshops Contact us to obtain further details on our programmes and rates:
2. Interactive online knowledge transfer and exercise sessions info@thinksalesglobal.com
3. Consultant-led Implementation Plan Development
GET IN TOUCH • Call us to discuss in-person training options +27 (0)11 886 6880
14
Copyright 2021 ThinkSales Global (Pty) LtdPROGRAMME SUMMARY
INTRODUCTION
COACHING PRO
PROBLEMS ADDRESSED
SALES EXECUTIVE TRAINING The Coaching Pro for Sales Managers course is designed to equip
Sales Reps’ activities are not translating
sales managers with the hard and soft skills, as well as frameworks 1
into deals
needed, to implement effective, scalable coaching
‘Coaching conversations’ are typically
programmes to improve the performance 2
SALES MANAGER TRAINING informal feedback sessions post sales
of the individuals on their teams. meetings
3 Your Sales Managers have not been
– SALES MANAGER PRO 3
BUILDING formally trained on how to coach reps
– COACHING PRO BLOCK
2 Soft skills
– Course Outcomes
BUILDING for effective
BLOCK coaching
1 Hard skills
for effective DELEGATE LEVEL
BUILDING
coaching
BLOCK
• New and experienced frontline
The key metrics Sales Managers responsible
that matter for leading sales teams and
delivering on revenue targets
ADDITIONAL SUPPORT SERVICES FLEXIBLE DELIVERY
Consultant-led online or in-person training
CUSTOMER RESULTS
How our Sales Manager Coaching
GET IN TOUCH programme deliver ROI
15
Copyright 2021 ThinkSales Global (Pty) LtdCOACHING PRO
INTRODUCTION
COURSE OUTCOMES
SALES REPS TRAINING This course is designed to equip Sales Leaders with the framework and skill-set required to methodically
coach their Sales Reps to improved performance.
3
SALES MANAGER TRAINING PROGRAMME OUTCOMES
BUILDING
BLOCK Metrics 1. Metrics-based coaching linked directly to pipeline activities and results
2 Soft skills
– SALES MANAGER PRO BUILDING for effective Hard 2. How to structure, conduct, record and follow-up on coaching sessions
BLOCK coaching Skills
– COACHING PRO
1 Hard skills 3. A framework to detect when to focus on skills development and
– Course Outcomes for effective when to focus on attitude adjustments
BUILDING
coaching
BLOCK 4. Tools to identify which Sales Reps to train on which skills
The key metrics
that matter 5. The knowledge required to be proactive rather than reactive in
coaching interventions
Soft 6. Techniques to strengthen a manager’s ability to listen, build trust and
Skills effectively coach their team
In a Covid-19 world, Sales Managers must ensure their
WHY? time and energy spent with under-performing Sales 7. Techniques to make informal ‘in the moment’ coaching more effective
Reps translates into improved results – and yet most
Sales Managers have not been adequately equipped.
PROGRAMME DELIVERY MORE INFORMATION
ADDITIONAL SUPPORT SERVICES
1. Two 4-hour Online Consultant-led Workshops Contact us to obtain further details on our programmes and rates:
2. Interactive online knowledge transfer and exercise sessions info@thinksalesglobal.com
3. Consultant-led Implementation Plan Development
GET IN TOUCH • Call us to discuss in-person training options +27 (0)11 886 6880
16
Copyright 2021 ThinkSales Global (Pty) LtdADDITIONAL SUPPORT SERVICES
INTRODUCTION
INTEGRATED PROGRAMMES FOR
REAL RESULTS & LASTING CHANGE
SALES EXECUTIVE TRAINING
ThinkSales builds bespoke, tailor-made programmes to assist our customers in implementing and embedding
learnings in their organisations over an extended period of time to ensure results.
SALES MANAGER TRAINING
IMPLEMENTATION SUPPORT OPTIONS
ThinkSales offers a range of additional services designed to optimise ROI for companies that
ADDITIONAL SUPPORT SERVICES
purchase In-House Training and/or a Sales Engagement Process Design solutions.
CUSTOMISATION 30-DAY REVIEW & IMPROVEMENT PLANS
GET IN TOUCH
Selected courseware and terminology can be tailored Most case studies highlighting how our customers
for in-house course delivery, to ensure the content is outperformed the market included 30-Day Reviews
100% aligned to our customers’ selling environment and Improvement Plan sessions. In these sessions our
and challenges. consultants review pre-agreed revenue and activity
metrics to deliver on the company’s revenue goals
DEPLOYMENT and then map improvement and commitment plans
Our consultants run Deployment sessions with for the up-coming 30-days with the customer.
managers following training to assist them to prioritise
key course learnings for implementation and align REFRESHER TRAINING
those learnings with existing systems, processes Refresher sessions for a period of 3, 6 or 12 months
and terminology. ThinkSales also runs Deployment following initial training are designed to cement
www.thinksalesglobal.com
sessions with the broader team for adoption of learnings. These sessions refresh key concepts, assist
selected learnings. delegates to embed learnings in their daily processes
+27 (0)11 886 6880
and workshop ‘real-life’ challenges.
info@thinksalesglobal.com
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Copyright 2021 ThinkSales Global (Pty) LtdGET IN TOUCH
INTRODUCTION
LET’S DISCUSS TRANSFORMATIVE
SALESFORCE TRAINING
SALES EXECUTIVE TRAINING
SALES MANAGER TRAINING OVERCOME SALESFORCE CHALLENGES & LOSSES
HERE’S HOW GET IN TOUCH
• Growth-focused leaders recognise that staff are the vital link +27 (0)11 886 6880
ADDITIONAL SUPPORT SERVICES
between strategic plans and budget attainment
info@thinksalesglobal.com
• They understand without good Sales Managers and Sales Reps,
budget delivery on a strategic plan is a non-starter
GET IN TOUCH
• They equip their teams to manage and sell within today’s
challenging environment
TAILORED SOLUTION
Contact us for training solutions that equip
your Sales Managers and Reps with the
skills they need to compete today.
www.thinksalesglobal.com
+27 (0)11 886 6880
info@thinksalesglobal.com
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