Demonstration on securing and retaining the right talent for a transformation.

Today in this post we will demonstrate securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Talent phase on pages 100 – 105 of the PDF.

 

I recently interviewed Sean O’Brien, the Chief Administrative Officer of PGi. PGi is the world’s largest dedicated provider of collaboration software and services. Their unified communications and collaboration (UC&C) solutions help nearly 50,000 businesses grow faster and operate more efficiently. Watch as Sean demonstrates securing and retaining the right talent for a transformation.

 

As a company goes through a transformation from one business model to another the capabilities of the executive team determine success. As the CEO, you need to get the executive team to behave like a team.  But how do you determine if you have the right executive team in place? Watch as Sean demonstrates the crucial Build vs. Buy decision (located at minute 4:45 of the video) you must make on key executives. 

 

Why this topic? The revenue growth objective, during a transformation, is heavily dependent on having superstar executive talent. At times, the revenue growth strategy calls for a new set of competencies that the existing team does not possess.  Mismatch talent and strategy and suffer from significant execution problems.

 

Talent strategy requires you to match the capabilities of the executive leadership team to the objectives and requirements in the corporate strategy.  During a transformation, the talent of the C-Suite needs to be matched to the new skills required. It’s an opportunity to re-establish that you have the right people in the right roles to take your company through that critical transformation.

 

The talent required to get you where you are today may not necessarily be the talent that will take you forward most effectively. Watch as Sean describes how to evaluate talent, both existing and new.

 

To determine if you have the right executive team in place, download our 10th annual workbook, How to Make Your Number in 2017.  Turn to the Talent phase on pages 100 – 105 of the PDF.  To request a workshop with a talent expert simply sign up for a MySBI account and check the box in your preferences to request a workshop. 

 

how to make your number

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.

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