Speakers: Eric Janssen | Greg Alexander, SBI
Chief Revenue Officer demonstrates how to attract and retain ‘A’ player talent.

Eric Janssen - Chief Revenue Officer for Intellitix

 

Joining us for today’s show is Eric Janssen, a Chief Revenue Officer who knows how to build a team to make the number. Eric is a success story having served as the sales leader for several successful emerging growth companies.  I can’t think of a better guest to demonstrate how to build and develop the right team to make your number. Eric has been a long-time consumer of SBI’s content and he reached out to me with a quick note thanking me for the show. I was looking for a sales leader guest from an emerging market space to come on the show, so Eric was the perfect guy.

 

Today’s topic is focused on talent and we are going to demonstrate how to attract and retain ‘A’ player talent. This is not a trivial matter since ‘A’ players typically generate five times more revenue than ‘B’ players and 10 times more revenue than ‘C’ players.  During our discussion, Eric and I leveraged the annual workbook for our conversation. Flip to the People Plan phase starting on page 285.

 

Helping me with our demonstration is Eric Janseen, a partner and the Chief Revenue Officer for Intellitix. If you have attended a large music festival or sporting event, you have likely experienced Intellitix technology.  Events as such as Tomorrowland, Coachella, and the Ryder Cup are powered by Eric’s company. Intellitix makes the guest experience more seamless for over 20 million fans a year by layering ticket-less technology into the event.  They are best known for putting your ticket and wallet onto a single wearable, typically a wristband. Eric is uniquely qualified to speak on this topic with experience building teams and crushing his number year after year in emerging technology companies. 

 

Why this topic? Relying on the heroic efforts of a few eventually catches up with you. When 20% of your sales team produces 80% of the revenue, something has gone wrong. The labor expense associated with the sales team incurred by the company has to be justified or headcount reduction is warranted. Tolerating under-performers and hiring mistakes and very long new hire productivity cycles all lead to missed revenue targets and typically also lead to job loss for the head of sales.

 

Having a great product is table stakes and is not going to sell itself.  For an emerging technology company the dependence on talent is high. In the first segment, we discuss Eric’s business and particularly the reason why we have Eric on the show today is because he’s an owner and leading the sales team of an emerging growth company. The challenges you have in an emerging growth company are very different than the challenges that you may have in a Global 2000. 

 

The second segment an overview of how Eric makes a new hire productive. Eric throws them in the field to get them out actually doing the work of helping to put one of these events together. This gives the new seller the context and expertise to speak about what it takes to the target audience.

 

Eric and I discuss how to address poor performance in the final segment of the show.  Eric outlines a development plan and how he builds ‘A’ player talent for his company.

 

Would you like help building a winning sales team?  Come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.

 

The Studio Executive Briefing Center

 

 

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.

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 >