The Profit Multiplier Strategy + Innovation

In this special report, we interview four key speakers from the strategy and innovation themes at the 2019 ThinkSales Sales Leadership Convention.

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INTRODUCTION BY ANDREW HONEY, CEO, THINKSALES

LOW GROWTH INDUSTRY CHALLENGE

The Business Tornado, driven by the four buyer forces unpacked on page 4, is further impacted by a business landscape littered with low-growth or no-growth markets that are impacting the ability of companies to deliver sustainable profits. Profitability is a major challenge for many companies in more and more industries.

Companies face further disruptive forces when non-competitors enter their markets with product and service offerings targeting their customers.

STAGNANT ECONOMIES

In South Africa and several other countries around the globe there is an additional challenge of stagnant or negative growth. This business context reality demands companies perform exceptionally well to outperform the market.

REVENUE AND PROFIT OPTIONS

Faced with these challenges, executives have two options to improve revenue and margins:

1. Cost-cutting through operational efficiencies; a pathway with limited upside

2. The second, and often overlooked pathway is to design a differentiated Sales Organisation, positioned to grow revenues and margins by overcoming buyer forces, declining market industries and stagnant economies. This is a silver bullet available to every company in every industry.

A key success factor is to acknowledge that engineering a Sales Organisation to drive exponential growth is not a patchwork exercise. It is a set of integrated strategic, process, activity and training choices that differentiate a company through its Sales Organisation.

FOUR SPECIFIC SALES ORGANISATION CHALLENGES

In addition to buyer forces, industry challenges and weak economies, Sales Organisations face five specific challenges.

1 BUSINESS MODEL CHALLENGES