SBI 100 companies employ 689,174 sales professionals who rely on talented leaders to help them be successful. Here, we profile three battle-hardened executives. These are the names many recruiters call when they need to find the next great chief sales officer—or CEO.


Jack DurburgJack Durburg is global president, advisory and transaction services at CBRE Group. He has been recognized internally and externally, receiving both CBRE Chairman’s and President’s Awards as well as being named to Crain’s 40 under 40 and Who’s Who. A leader’s impact is measured by his or her contribution to the business. Under Durburg’s leadership, CBRE reported financial results for 2015 including a 20 percent increase in revenue and a 22 percent increase in earnings per share.


One senior vice president at CBRE described Durburg as “the consummate real estate executive with the vision and intellect necessary to effectively run a global organization.” At the same time, the executive described Durburg as “down to earth and able to relate to each sales professional with whom he interacts.”


It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


Gus - Sales LeaderGus Blanchard has a distinguished career at one of the powerhouse sales driven companies. Blanchard is the senior vice president of sales for Global Enterprise Solutions at Automatic Data Processing (ADP), a group that has over 20,000 ADP associates worldwide. The key driver of his group performance has been to provide ADP’s clients with an integrated experience across over 100 countries.


Last year ADP’s revenue increased by 7 percent and new bookings worldwide increased by 15 percent. Great leaders work not only for great results; they also work to develop great talent.


A former colleague of Blanchard’s described his leadership as “a devotion to execution, talent development, and operational excellence,” saying that this “makes him a magnet for high performing sellers and leaders.”


Derek O’CarrollDerek O’Carroll joined Symantec in 2006 as part of the IMLogic acquisition. In 2014, O’Carroll was promoted to senior vice president of global field sales and marketing for Norton at Symantec. His international experience contributed to substantial company growth. In 2015, the Norton business unit increased operating margins by eight basis points, to 53 percent. A CEO and former colleague of O’Carroll’s said, “Derek is an extraordinarily solid sales and business leader.” 


O’Carroll was recently named as Brightpearl’s new CEO. “To manage Brightpearl’s global expansion, the board recruited an executive with a proven record of transforming businesses and formulating strategic operations and plans designed to capitalize on regional opportunities,” said Charles Grimsdale, Chairman at Brightpearl.


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




SBI 100 The World's Largest Sales Forces

In this issue, we rank the world’s largest sales forces.


Andrew Urteaga

Helps motivate clients to design and implement new sales and marketing strategies so that they stay on track to make their number.

Clients describe Andrew as an industry thought leader. He has deep experience as an executive, having served in multiple positions as a sales leader, with a track record of outstanding performance in F500 companies.


Prior to joining SBI, Andrew held the position of VP of Sales at Avis Budget Group where he was responsible for sales and marketing leadership. He also held a variety of positions with Cintas Corporation, a Fortune 500 multi-national company, including key quota carrying positions in the sales force from sales rep through to executive leadership.


Andrew’s work has included everything from lead generation, campaign planning and sales process to designing complete sales management coaching programs and new compensation plans.

Read full bio >