5-Pillar Strategic Sales Assessment 2018

The 5-Pillar Strategic Sales Organisation Framework™ enables a company to review their own strengths and weaknesses in strategy and execution in key channels related to the top three sales objectives, selected from eleven options.

In addition, company scores are benchmarked against their peers enabling broader insights. The assessment surveys the following 5-Pillars needed to develop a high-growth sales organisation:

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

This report identifies 12 factors that have a disproportionate impact on the performance and success of a Sales Organisation.

Clients completing the 5-Pillar Assessment should aim to achieve scores ranging from 90-100% to achieve full benefit of these 12 High-Impact areas.

No.

Only delegates attending both Day 1 and Day 2 are eligible to take the 5-Pillar Assessment.

Delegates attending Day 1 only are not eligible.

To complete the 5-Pillar Assessment, respondents are required to:

1. Register at https://5pillar.thinksales.co.za via a double opt-in process using their work email address and password of their choosing

2. Then log-into the platform at https://5pillar.thinksales.co.za and click the button to ‘GO TO ASSESSMENT’ to complete the Assessment

3.The Assessment takes ± 45 minutes to complete

4. Once the cut-off period for taking Assessments is reached, you will be notified by email that your report is ready to Download.

5. Return to https://5pillar.thinksales.co.za and log-in to download your report

The password field requires a ‘secure password. The password must contain the following:

• 6-15 characters long with no spaces
• Have at least one numeric
• Have at least one upper case character
• And at least one lower
• And at least and one special character (ge. %@&#!)

Here is an example of what this password may look like Abcd2@

In 2018 ThinkSales re-designed the Assessment question structure and report generation criteria – consequently this has changed the registration, assessment completion and download process.

Respondents are now required to:

1. Register at https://5pillar.thinksales.co.za via a double opt-in process using their work email address and password of their choosing

2. Then log-into the platform at https://5pillar.thinksales.co.za and click the button to ‘GO TOASSESSMENT’ to complete the Assessment

3. The Assessment takes ±45 minutes to complete

4.Once the cut-off period for taking Assessments is reached, you will be notified by email that your report is ready to Download. Return to https://5pillar.thinksales.co.za and log-in to download your report

In 2018 ThinkSales re-designed the Assessment question structure and report generation criteria – consequently this has changed the registration, assessment completion and download process.

Consequently, it is not possible to import responses from previous reports because the structure is no longer aligned.

However this is a feature that users can enjoy going forward. Users who complete version 2 of the Assessment in 2018 and then complete the Assessment again in 2019 will be able to see the comparison scores from the previous period on their reports.

In instances where multiple individuals from a Company or Division will be completing the 5-Pillar Assessment, a ‘Company Champion’ is nominated to select Objectives against which the Assessment Report will be generated.

This Company Champion is responsible for selecting 3 Objectives from a total list of 11 options.

NB: The Objectives chosen should align with your Sales Organisation’s highest priorities for the upcoming 12 months.

Selecting the Objectives is an important decision because they determine the content that will be contained in the final Assessment Report.

Very NB: It is advised that the Company Champion confers with colleagues before making their selection, because once the selection has been made, it cannot be changed.

Selecting the Objectives is an important decision because they determine the content that will be contained in the final Assessment Report.

NB: The Objectives chosen should align with your Sales Organisation’s highest priorities for the upcoming 12 months.

Very NB: It is advised that the Company Champion confers with colleagues before making their selection, because once the selection has been made, it cannot be changed.

You will be prompted to select 3 of the following 11 Objectives:

1. Leverage data (revenue and leading indicator activities) through technology and advanced analytics to gain improved insights for planning revenue growth

2. Create new market space by restructuring market boundaries and appealing to new customer segments

3. Focus on opening new accounts through higher value articulation and customer insights

4. Focus on existing customers to ensure understanding of each account’s potential, lower churn and improve share of wallet through higher value articulation and customer insights

5. Prepare our Sales Organisation for a seemingly unbeatable competitor, and in doing so, also ward off competitors targeting our key customers

6. Lower discount levels by improving value articulation of our products and/or solutions by the Sales Force

7. Add Sales Force headcount to ensure we are addressing the total available market

8. Improve productivity and revenue of the Sales Force to ensure optimum use of time and maximum customer penetration across the entire Sales Organisation

9. Strengthen Sales Management ability and outputs

10. Ensure better alignment between Sales Organisation needs and marketing plans to drive an increased number of quality in-coming leads

11. Design a highly-enabled Sales Force by addressing all needs in respect of leads, sales tools and sales automation

No. It is not possible to alter your selection of objectives once the initial selection has been made.

Very NB: It is advised that the Company Champion confers with colleagues before making their selection.

If your Company Champion has not selected the 3 Objectives by the cut-off period of 10am on 21 August 2018, default Objectives will be selected on your behalf by ThinkSales.

Very NB: Once selected, whether by yourself or by ThinkSales, these Objectives cannot be altered.

Yes they can.

However, reports can only be generated once the Objectives have been selected.

Reports are only generated once the cut-off period for taking Assessments has been reached to allow sufficient benchmark data to accrue.

You will receive an email notifying you when your Report is ready to download.

Assessment Reports will be ready to download from Midnight on Sunday 19 August 2018.

Users will have access to the platform for 12 months after purchasing their Assessment.

We strongly advise that you use the Download Report tools to download a copy of your report.

The data you share by way of the Assessment only available to yourself and to your company.
All respondents will receive an ‘Individual & Company Report’.

This report will contain your individual scores, your Company’s aggregate scores, and anonymised benchmark scores.

All benchmarked data is aggregated and anonymised.

Never share your login password with another person as they will then have access to your Individual & Company Report.

Yes. The data you share by way of the Assessment is only available to yourself and to your company. All benchmarked data is aggregated and anonymised.

No. The 5-Pillar Assessment contains privileged information about your company, regulations regarding sharing information of this nature is would typically be covered in your employment contract.

Furthermore, based on the Terms and Conditions of Usage of this platform and the 5-Pillar Assessment may not be shared with a third party due to copyright restrictions.