Revenue Systems for Professional Services Firms

Fractional sales leadership for law firms, accounting practices, and IT consultancies that are serious about growth — without the overhead of a full-time executive.

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Trusted Partnerships

testimonials

Richard Rock – Vice President, Global Content & Curriculum at Salesforce.

“Tom is one of the best people I have been privileged to work with in my career; a great leader and more importantly a great person”

Jason Zolczynski – Vice President, Oracle Applications At Navisite

“Tom truly cares about his employees and strives to ensure that his organization is successful.”

Pamela Stroko – HCM Analyst at HCM Insight

“Tom’s depth of expertise in the learning domain truly moved the needle in sales force development.”

Sean Deyhim – Sales leader at GAP

“I had the privilege of working under Tom and can confidently say he is one of the most exceptional sales leaders I’ve encountered in my career.”

Debbie Bender, MEd, MA, EDd – Principal Sales Strategist at 6sense

“His [Tom’s] unique background is the foundation for brilliant programs that truly change behavior and build skills.”

Ranga Raj – Sr. Program Architect at Salesforce

“Tom is a great motivator, a leader to follow.”

Mark Tuggle, PhD – Owner at TelosBooks

“Dr. Tonkin has a sharp, inquisitive mind and has a unique ability to ask just the right questions to uncover exciting research opportunities and discoveries.”

What This Looks Like in Practice

Reduced Time to Quota

Accelerated ramp-up from 14 months to 9 months by reinforcing behavior patterns that drive early performance wins and sustained confidence.

Improved Retention

Extended average tenure from 1.8 years to 3.6 years through environments that promote clarity, autonomy, and measurable growth.

Faster Sales Performance Progression

Reduced time to consistent sales performance from 10 months to 6 monthsusing the Progression of Performance model — moving reps from awareness to mastery through behavioral alignment and coaching precision.

Founders

You Lead a Professional Services Firm

Your offer is solid. Your clients are happy. But revenue still feels unpredictable — too dependent on referrals, too tied to your personal network, too fragile to scale.

You don’t need a coach. You don’t need another consultant handing you a deck. You need a fractional sales executive who comes inside the business, builds the system, trains the team, and measures what moves.

That’s what The Tonkin Group does.

Clarity Through Action

Behavioral Science Meets Revenue Architecture

Most sales problems aren’t pipeline problems. They’re behavioral problems. Dr. Tom Tonkin, Ph.D., holds a doctorate in Organizational Leadership and has spent 30 years — including 19 at Oracle and nearly six at Cornerstone OnDemand — proving that the gap between sales intention and sales execution is a human systems problem.

TTG builds the systems that close that gap. Permanently.

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Guiding Leadership Growth

Where Insight Meets Real-World Application

Dr. Tom Tonkin, Ph.D., combines behavioral expertise with decades of leadership experience to make complex ideas clear, practical, and actionable. Every presentation is designed to inform, educate, and inspire change—helping leaders and teams turn insight into measurable results.

Whether speaking to executives, advising organizations, or facilitating leadership development, Tom delivers more than theory — he delivers transformation. His method is rooted in research, refined through practice, and proven to help people think differently, act decisively, and lead with greater impact.

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