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.


Download our 10th annual workbook, How to Make Your Number in 2017.  Review the latest talent approach in the sales strategy section under people plan on pages 285 – 293.


“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.


If you need more help, download our 10th annual workbook, How to Make Your Number in 2017. To request a workshop with a sales strategy expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.


Dan Perry

Intensely focused on helping sales and marketing leaders in B2B companies make their numbers at SBI.

Dan approaches the idea of making your number from a unique perspective. Like many SBI leaders, he has walked a mile in your shoes. He comes from the industry side and has had to make his number to be successful. Perhaps this is why it’s wise to rely on SBI’s evidence-based methodologies. Though SBI is certainly an execution-based firm, Dan only implements strategies and solutions for his clients after they have been verified with before-and-after data. This leads to adoption of sales programs in the field, rather than shelf-ware.

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