August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.”  CEOs with sales experience grow revenue faster and increase enterprise value more than their peers with other functional backgrounds.  Yet only 11% of CEOs have sales experience.


For over 14 years, SBI has been the thought leader in B2B revenue growth. This research report explores why CEOs with sales experience outperform those with operational or financial backgrounds (which comprises nearly 60% of CEOs).


“With the premium placed on revenue growth, it is our opinion that commercially-minded CEOs drive more value than peers from other functions,” said Matt Sharrers, CEO of SBI.  “Our research empirically shows this is true.”


Randy Street, of ghSmart, a leader in helping boards assess and hire their C-suite, after reviewing SBIs findings, said, “We have found that for CEOs, the most important attributes are decisiveness, adaptability, engaging for impact, and reliably delivering results. Sales leaders are effective in the latter three.”


SBI’s study surveyed both public and private B2B companies where the CEO had been in the role for at least three years.  You can access the full research report here.


About Sales Benchmark Index:


SBI is a management consulting firm specializing in sales and marketing that is dedicated to helping you Make Your Number.  SBI is a firm comprised of former sales and marketing senior executives and top tier management consultants that help clients accelerate their rate of revenue growth.  SBI provides consulting, insights, research and advisory services, and benchmarking data to private equity clients and enterprise clients across North America and Europe.  Founded in 2006, SBI is headquartered in Dallas, TX.  For more information, please visit:


Brian Waters

Provides clients strategic insight and support to uncover new revenue opportunities to help them make their number.

Brian is a marketing and customer experience leader who has grown revenue, profit and satisfaction as a practitioner and consultant.


Prior to joining SBI, he built the new B2B marketing function at Hilton that generated over $30 million in revenue in one year.


Earlier in his career he held multiple roles at The Walt Disney Company including leading experience planning for a portfolio of attraction, resort, retail and dining concepts to yield higher per-guest spending and satisfaction. In addition, Brian led brand and revenue marketing programs that increased attendance and hotel room-nights.


Areas of particular expertise and focus include marketing strategy, campaign planning, lead generation and management, branding, content planning, segmentation, digital planning, product marketing, account based marketing and organizational design.

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