Extending An Offer

Do you know the pain associated with a mis hire? On average it is trending at over 6 times base salary for a sales rep; over 15 times for a sales leader. If you have not calculated your cost of mishire, you can do so here.  Knowing this is table stakes.


Why you should care–Nothing is worse than when somebody you hire resigns for the very reasons you identified in the interview process. Talk about a punch in the mouth; and you sit in your office with your head in hands muttering,  “I knew it”.  But, you convinced yourself otherwise in the process. We all love giving ourselves the answers we want to hear. Exhale; I have a solution.


Take our Hiring Self Assessment Test.  It will answer three critical questions for you:


  1. Are you decisive when hiring?
  2. Do you ask yourself tough questions at the moment of truth?
  3. Are you certain this person is your next ‘A’ player? (you will never know for sure but these questions will increase your chances)




describe the imageOur firm has observed sales leaders who are best in class at bringing new sales talent into their organizations. They have mastered this key component of talent management. And one of the ways they do this is they ask themselves Yes/No Questions.  In order to make a hire, they must achieve 100%. Anything less and they move on.  The absolute element eliminates the fence sitting. Think about the last person you hired.   If you had asked yourself some of the questions in the above assessment, would each question receive “Yes”?


Call To Action:

Sales talent is a precious resource. Most people have 5-10 direct reports. Each person represents 10-20% of your ability to be successful. Put yourself through a tough review here; they won’t all work out but you will significantly reduce the risk and improve your chances of making the number.


Follow @MattSharrers


Follow @MakingTheNumber




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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