2.19.16

 

Unless you put a team of superstars in the field, it’ll be tough to make your number. Nobody knows this better than Dave Moore, vice president of North American sales at Businessolver. His company provides a SaaS solution that allows employees and employers to get the most out of their benefits program.

 

He says you’d better know your ABCs if you want to develop a talent strategy. “We build A-player profiles for each of the key roles in the sales organization,” says Moore. “Then we perform talent assessments against them.” It must be working. Businessolver doubled the sales force of its quota carriers in the last six months.

 

How does the company find the talent it needs? By identifying key markets it wants to compete in and the talent needed to win, every year. “We constantly look at our networks so we can always tap into those A players,” Moore says.

 

But it doesn’t happen overnight. Hiring begins with assessments via phone screens. Then the process moves to an internal recruiter, other sales leaders, and finally to Moore. Along the path, they calibrate. If everyone’s aligned, they bring in the candidate to meet with key stakeholders for tryouts. “SBI helped us implement a work tryout to have them perform tasks and behaviors we expect from our sales consultants,” Moore says.

 

Once they find keepers, onboarding begins. “It’s not just about assimilating them into the company. It’s about deploying them quickly, getting them comfortable with Businessolver, and having them be productive out in the field,” says Moore.

 

Further, Moore says he has individual development plans to help each employee gain the skills needed to succeed. To that end, the company uses a tool called Small Improvements that allows Businessolver to engage with consultants on a quarterly basis to get input. “We’re in a very agile and fast-paced industry, so we need more real-time feedback.”

 

Once all of these elements are in place, the company builds a bench of future leaders. “For us, it’s a math equation,” Moore says. “We look at the span of control of our leadership team to see where we might need additional leadership and for how long.”

How it Feels to Make Your Number

It has never been more important for the product team, marketing department, and the sales organization to work together, but it’s easier said than done. Turn to page 46 to learn the prescription for developing your 2016 sales strategy, with critical inputs from product management and marketing.

ABOUT THE AUTHOR

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.
Learn more about Greg Alexander >

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.

 

Video:

 

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.

 

Articles

 

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 >