Chief Revenue Officer demonstrates how to improve the efficiency of a sales team by getting new hires productive quickly.

Dave Wirta - Chief Revenue Officer


Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. Joining us is a Chief Revenue Officer with one of the shortest times from new hire to full productivity that you’ll find in B2B sales. You’ll be astounded to hear how fast our guest can get a rep to full productivity in a highly competitive industry.  Join us as our guest shares his secrets so you can make it happen for your sales force. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.


Why this topic? Starting a new year typically involves onboarding new sales hires. A long new hire productivity cycle can lead to a missed revenue target, and we don’t want that. There is a way to do this and, when done correctly, this can ignite revenue growth.


Our guest is Dave Wirta, the Chief Revenue Officer of Greenway Health with 1,800 employees. Supporting 75,000 providers and 8,000 individual practices, Greenway Health is helping to transform how healthcare is delivered by providing technology solutions. Greenway helps physicians and staff focus on delivering healthcare to their patients and not worry about technology and the business side of the equation. Watch as Dave helps his peers by demonstrating how to improve the efficiency of a sales team by getting new hires productive quickly.


In the first segment of the show, watch as Dave responds to these three questions:


  • How long does it take you to fill an open sales position and what have you done to shrink this?
  • How long does it take for a new sales hire to reach full productivity and what have you done to shrink this?
  • How do you measure new hire time to productivity (time to break even, time to first sale, time to quota etc.)?


The second segment discusses the appropriate level of quota for a sales rep during the onboarding process. Dave also discusses the controversial topic of what to do with quota levels for open positions. The development and ownership of the onboarding program caps off the second segment.


Dave shares his expertise on some advanced concepts in the final segment. Outstanding guidance is provided to these questions faced by every sales force:


  • How do you ensure the new sales hire fully understands his or her role and responsibilities completely?
  • How do you make sure the new hire has clear direction on how to develop his or her career day one on the job?
  • How do you make sure the new hire is placed in winning conditions?


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


To request a workshop with Dan Perry, our talent development expert, simply send us a note.





Photo Sources:

Home Page Image: U.S. Air Force photo by Tech. Sgt. Shane A. Cuomo, WikiMedia Commons

Header Image: Rob Shenk, Flickr


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >