As an executive leader, one of your main priorities should be placing the right talent in the right performance conditions. This is particularly important in the sales organization. I recently hosted a debate between Mike Drapeau, Partner at SBI, and Kevin Avery, Senior Consultant at SBI on this topic. Watch here as they go back and forth on how to hire the best talent to execute your sales strategy in the pursuit of revenue growth.


We begin the show by asking a key question that plagues many sales leaders – are ‘A’ players a result of nature or nurture? Additionally, they will explain why it’s critical for your sales strategy to be aligned with the corporate strategy in order to know what kind of talent is required to be successful.


Next, Kevin and Mike will tackle talent development and sales training. They will address assessments, competencies, and individual development plans. Mike will also explain what an effective onboarding process looks like. They will contradict the theory that these programs are fluff, and don’t make a difference to your sales reps. Furthermore, we’ll explain how HR can partner with sales in order to create a program that best identifies and fills the needs of the revenue-generating functions.

We’ll wrap up the show by exploring performance conditions in more detail. Can sales leaders overcome shortcomings in performance conditions with the right talent and leadership? Or is it necessary for both good performance conditions and good talent?


Watch here as Mike and Kevin explain how to best execute your sales strategy with the right sales talent. 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.