In my next posts, we will delve into the art of asking the questions and how to judge the answers. For now, lets determine the baseline.  What are the steps to determining the right questions? You must conduct a competency profile of your existing team. There are 3 steps:


Step 1. Competency Identification-conduct a competency profile of your top performers with a ranking of 1-6 for each competency. To go and find more ‘A” players, you must first understand the make up of your current ‘A’ players.


Step 2. Actionable Discovery-understand from the following viewpoints why your ‘A’ players are as good as they are:


  • customers/prospects
  • executives
  • competitors
  • peers
  • ‘A’ players themselves


Step 3. Quantify the importance of each competency-are all of the competencies you identified mandatory or can some be optional? Our research tells us that of the 55 sales competencies, 25-30 is the maximum number for mandatory, depending on the role.


If you are looking for proof, Eric Zimmer, EVP at Safety Kleen and Dick Surdykowski, SVP at Recall, have each implemented competency based profiles and improved ‘A’ player hiring over 20% in thier sales forces in the last 18 months.




Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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