1-DAY WORKSHOP
5-PILLAR BLUEPRINT
FOR GROWTH
WORKSHOP
LIMITED OPPORTUNITY
21Days
15Hours
30Mins
43Secs

RESERVE YOUR TABLE TODAY

HOSTED IN SANDTON, JOHANNESBURG AT THE BALALAIKA HOTEL

Limited to 20 tables only 

 

POWERFUL & LIMITED OPPORTUNITY

ABOUT THE Workshop

1-Day Executive Sales Strategy Planning & Execution Event

The 5-Pillar Blueprint for Growth Workshop is a unique – and limited – opportunity to design a differentiated Sales Organisation Strategy.  

Executives are supported in making strategic choices on which strengths to leverage and protect and which weaknesses to address and eradicate. These decisions are based on revenue and profit patterns supported by an in-depth gap analysis tool, the 5-Pillar Strategic Sales Organisation Framework AssessmentTM.

WORKSHOP COMPONENTS

Data-based planning

Input historical, current and future revenue, margin and profit data into a table that provides charts and graphs designed exclusively for workshop delegates to identify risks and opportunities from the data patterns. Using patterns for strategic planning lowers subjectivity and bias and assists in identifying risks and opportunities in the planning process.

Pre-Workshop

5-PILLAR FRAMEWORK AND ASSESSMENT

Invite up to 10 Senior Executives, Sales Managers and Sales Leaders from your company to complete the online 5-Pillar assessment. The assessment report aggregates data from your organisation, and benchmarks it against peers to produce a powerful gap analysis strategy and execution report – directly related to your top three selected sales objectives for the upcoming 12 months.

Pre-Workshop

ATTEND THE LIVE 1-DAY WORKSHOP

Workshop hosted by ThinkSales CEO Andrew Honey and Dr Greg Fisher, both sales and strategy experts. The 5-Pillar assessment report (completed prior to the workshop) provides the foundation for this workshop. Attendees will be exposed to key sales strategy and execution insights and guided to identify and prioritise high-impact strategy and execution areas for revenue growth improvement.

Workshop

OPTIONAL: 60-DAY REVIEW

Companies serious about execution can request the optional 4-hour session with Andrew Honey where he uses the pre-workshop and workshop tools to analyse reasons for roadblocks and growth opportunities in the 5-Pillar strategic plan. The outcomes include co-created ‘next phase’ 30-day and 90-day plans.

Post-Workshop

SALES STRATEGY & EXECUTION GAP ANALYSIS

ABOUT THE 5-PILLAR ASSESSMENT

THIS ASSESSMENT LAYS THE FOUNDATION FOR THE WORKSHOP

The 5-Pillar Strategic Sales Framework and AssessmentTM created by ThinkSales, is a diagnostic gap-analysis tool. The assessment enables company executives to review their own strengths and weaknesses in strategy and execution in key pillars related to the top three sales objectives, selected from eleven options by the CEO.

In addition, company scores are benchmarked against their peer companies enabling broader insights.

The assessment spans the 5-Pillars needed to develop a high-growth sales organisation:

  1. Competitive Strategy
  2. Customer Strategy
  3. Talent Strategy
  4. Management Strategy
  5. Enablement Strategy

WHO SHOULD ATTEND

Business leaders responsible for running and supporting the Sales Organisation:

  • CEO
  • CFO
  • Divisional Heads
  • Marketing & Sales Leaders
  • HR Director
  • Operations Director
  • R&D Director

7 REASONS TO ATTEND

TO PARAPHRASE PETER DRUCKER: EXECUTION EATS STRATEGY FOR BREAKFAST

That is why this workshop has been purpose-built to ensure both strategic and execution outcomes. It offers executives an integrated process including analysis, planning, KPIs and execution with exclusive tools for each step.

Low-Growth Economy & Competitors Selling on Price

The workshop is built upon the 5-Pillar Strategic Sales Organisation Assessment – a strategic plan to address weaknesses and leverage strengths to overcome business environment challenges 

Time Pressure

A precise, clear strategic and execution plan developed over a two-phase process and designed in a single day using five Tools presented in the Workshop

Lack of Strategic Planning Framework for Sales Growth

Use of integrated tools provided in the workshop, with planning and execution input by two leading strategy and sales experts 

Revenue, Margin & Profit Growth

Discover how profit patterns are key to analytical planning and quality decision-making for identifying risks and opportunities for revenue growth

Lack of Clear Differentiation

An extensive cross-functional analysis of the sales organisation highlighting gaps (address), opportunities (leverage) plus three benchmarks – by way of the 5-Pillar Strategic Sales Organisation Assessment

Simultaneous Customer & Profit-Centricity

Guidance by workshop facilitators on activity selection that addresses both customer and profit-centricity 

Execution

Defined KPIs with clear activities, accountabilities and timelines

Plus: Optional 60-DAY REVIEW

Companies serious about execution can request the optional 4-hour session with Andrew Honey where he uses the pre-workshop and workshop tools to analyse reasons for roadblocks and growth opportunities in the 5-Pillar strategic plan. The outcomes include co-created ‘next phase’ 30-day and 90-day plans.

YOUR WORKSHOP FACILITATORS

ANDREW HONEY
CEO: ThinkSales


Andrew is a founding partner and CEO of ThinkSales Corporation, a leading revenue growth consultancy in South Africa that has deployed strategy, customer engagement, management, talent and sales enablement solutions to over 265 companies in 25 industries. The Annual ThinkSales Sales Leadership Convention has hosted over 576 companies representing 2 746 plus delegates.

Andrew is a sales strategy and execution expert who has consulted to a number of South Africa’s leading CEOs and Sales Directors, assisting them with sales turnarounds that deliver results and surpass targets despite trying economic conditions.

He is the architect of the ThinkSales Sales Leadership Convention (now in its tenth year) and a number of proprietary programmes and tools, including the ThinkSales Diagnostic Sales Engagement Process and the 5-Pillar Strategic Sales Organisation Framework and AssessmentTM.

DR GREG FISHER
Professor, Kelley School of Business, USA


Named as one of the ‘40 Most Outstanding Business School Professors under 40’ in the USA in 2014 and in 2016, Greg was born and educated in South Africa where he did a Bachelor of Accounting undergraduate degree and qualified as a Chartered Accountant with Deloitte in South Africa.

Today, Greg is a professor in the Management and Entrepreneurship Department at the Kelley School of Business at Indiana University and is also a visiting lecturer at GIBS in South Africa. He teaches in the areas of strategy and entrepreneurship and has won teaching awards at Indiana University, the University of Washington and GIBS.

He holds a PhD in Entrepreneurship and Strategy from the University of Washington in Seattle and an MBA from GIBS. Greg has consulted for GIBS, Deloitte, Standard Bank, MTN, Dimension Data and SAICA.   

Greg’s current research examines issues related to strategy and resource acquisition in high growth firms. His research has been published in the Academy of Management Review, Journal of Business Venturing and many other publications.

Rates

4 Attendees

SHARED TABLES
Standard Package: 4 Delegates
R 49,800.00 (ZAR)

Inclusive of 4 attendees, seated at a shared table

Rates quoted exclude VAT

You are booking for : Standard Package: 4 Delegates

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Platinum Package: 4 Delegates
R 59,800.00 (ZAR)

Inclusive of 4 attendees, seated at a shared table

Includes a 4-course networking dinner & complimentary drinks, valued at R1250 pp

Rates quoted exclude VAT

You are booking for : Platinum Package: 4 Delegates

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VIP Package: 4 Delegates
R 109,800.00 (ZAR)

Inclusive of 4 attendees, seated at a shared table

Includes a 4-course networking dinner & complimentary drinks, valued at R1250 pp

Plus a 60-Day, 4-hour follow-up Strategy Review session, valued at R79 800

Rates quoted exclude VAT

You are booking for : VIP Package: 4 Delegates

Name *
Last Name *
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8 Attendees

RESERVED TABLES
Standard Package: 8 Delegates
R 79,800.00 (ZAR)

Inclusive of 8 attendees, seated at a shared table

Rates quoted exclude VAT

You are booking for : Standard Package: 8 Delegates

Name *
Last Name *
Email *
Phone
Address
Additional Note
Please fill all required fields
Book Now
Platinum Package: 8 Delegates
R 89,800.00 (ZAR)

Inclusive of 8 attendees, seated at a reserved table

Includes a 4-course networking dinner & complimentary drinks, valued at R1250 pp

Rates quoted exclude VAT

You are booking for : Platinum Package: 8 Delegates

Name *
Last Name *
Email *
Phone
Address
Additional Note
Please fill all required fields
Book Now
VIP Package: 8 Delegates
R 139,800.00 (ZAR)

Inclusive of 8 attendees, seated at a reserved table

Includes a 4-course networking dinner & complimentary drinks, valued at R1250 pp

Plus a 60-Day, 4-hour follow-up Strategy Review session, valued at R79 800

Rates quoted exclude VAT

You are booking for : VIP Package: 8 Delegates

Name *
Last Name *
Email *
Phone
Address
Additional Note
Please fill all required fields
Book Now

CLIENT FEEDBACK

Having completed the Assessment and seeing the results, it’s a real eye-opener.

The notion of it as a strategic sales framework as opposed to a tactical sales framework, which I think is where a lot of frontline sales people play.

What was very eye-opening was the need for all of these 5-Pillars. As we got down to the execution, that’s where the scores dropped.

Brett Warren-Hansen, National Head: Sales Business Banking, Nedbank

As a big, listed company we’ve often relied on big clients. As our market consolidates and becomes more competitive we’ve moved into a long-tail sales cycle. Prospect management has become very important.

The 5-Pillar Strategic Sales Organisation Framework gave us the structure we needed to manage our prospects, track progress, assess wins and losses, and ensure customers have one clear point of contact.

The fact that it’s developed and supported locally, giving us access to local expertise was also a key factor in choosing this framework.

We’re six months into our financial year and already running ahead of budget.

Pieter Le Roux, Sales Director, Novus Holdings

What I found value-adding in the 5-Pillar model is the Customer Engagement Pillar.

I think we often get the sales part right but the engagement and customer journey is where we fall short.

I think if one diagnoses and analyses you can really add value and put in place a properly devised plan to boost customer engagement.

Burton Naicker, Chief Operations Officer, Outsurance

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Accommodation

The Balalaika Hotel
Maude Street, Sandown, Sandton, 2126, South Africa

The Hotel is located 500 meters from the Sandton Gautrain Station

+27 11 322 5000

 

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