On this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles.  The A-Player profile becomes the foundation for how you source, assess, hire, onboard, develop and create a succession plan.


Joining me for the show today is my colleague Eric Estrella, a Client Success Manager at SBI. Eric and I will take you through the step by step detail to create a A-Player profile.  There are seven core questions a sales leader must answer to develop an A-Player profile for a sales professional.


It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


“A” players generate 5x more revenue than “B” players and 10x more than “C” players.  Many sales leaders hit or miss their revenue goal based on the performance of a handful of top sales reps.  Relying on the heroic efforts of a few eventually catches up with you. When 20% of the sales team produces 80% of the revenue, something is wrong.


The labor expense associated with the sales team incurred by the company must be justified, or a head count reduction is warranted. Tolerating under-performers, hiring mistakes, and very long new hire productivity cycles all lead to missed revenue targets — and job loss for the head of sales.


The talent approach within your sales strategy requires alignment with the functional strategies of corporate, product and marketing.  Eric and Dan discuss how to achieve alignment and why it is important.


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job