You can schedule a review with an expert by clicking here.




You need to build the sales plan prior to the 2013 sales kickoff meeting.  Yet, you are missing critical pieces of information and the clock is ticking.  The field is rolling up dirty data that will take a long time to scrub.  Time you don’t have. The assumptions coming out of corporate are guesses made by people who have never spent a day in the field.  This data, if you can call it data, is what will be used to set quotas, compensation targets, and head count levels.  It is your neck on the line.  If you miss the number you will be on the street looking for the next gig.  Don’t let that happen to you.  This session is your chance to set yourself up for a great year by getting access to reliable, objective 3rd party sales benchmarking research.  When your boss comes to you with unrealistic expectations, be prepared to debate him with an undisputed fact base.  Use this research to secure the resources you need to be successful.


Here is what we have this year:


  • 12,505 B2B buyers told us how they make purchasing decisions and how they want to be called on.
  •  10,116 reps told us how they spend their time, what is working, and what is not working.
  • 4,506 sales leaders told us who they are hiring and how they are training the force.
  • 502 executives (CEO/CSO/CMO/CFO/GM) told us what they need from their sales forces in 2013.
  • 1,110 metrics across 19 industries were benchmarked.
  • 5,083 documents (comp plans, account plans, sales methodologies, etc.) were reviewed.
  • 317 mystery shops were conducted.
  • 1,500+ expert panel days were executed.  This captures what the best of the best reps are doing.
  • Over 300 days in the field riding with sales reps revealed what happens at the “moment of truth”, the call.


What do you get if you attend this session?


  • Case studies
  • Guides
  • Templates
  • Kits
  • Tools

…. All to help you make the 2013 number.


Who should sign up?

The content is designed to add value to sales leaders, chief marketing officers, sales operations managers, human resources executives, CFOs and CEO’s.  The most productive sessions are the sessions where all of these functional leaders are in the room together.  The process of comparing your 2013 plan to peer companies helps executives make the key trade off decisions, i.e. should we add more reps or invest in lead gen, etc.? I will supply the boxing gloves 🙂


What are the details?

You can find everything you need by clicking here.


Here are the broad strokes:


  • These are onsite seminars.  One-on-one sessions between your team and our experts.
  • The seminar is at your location of choice.  We come to you.  You don’t have the time to fly to see us.
  • If your team is decentralized we can hold a web conference.
  • The sessions are free.  Our publisher has sponsored the event.
  • The sessions typically take 90 minutes.
  • The program is available from July to the end of October.


This is a first come first serve registration process.  The best dates go to the people who sign up first.  Last year, we “sold out” by August 31st so if this is something you want to do, please sign up soon.


Hope to see you soon.


Follow @GregAlexander

Follow @MakingTheNumber

Greg on Google+


Greg Alexander




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 >