A New Rep Profile: How Sales Leaders Are Evolving A-Players in 2021
March 22, 2021 – Current State   The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their ...MORE >

Recent Posts

How to Identify the Top 1% of Sales Talent
December 7, 2017 – As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success. Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation ...MORE >
4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses
November 13, 2017 – Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher ...MORE >
Has Demand Generation Hit a Wall? Why ABM is the Answer
November 13, 2017 – Joining us for today’s show is Katie Bullard, the Chief Growth Officer for DiscoverOrg. Katie is a unique marketing leader who knows how to drive revenue growth to make the number, and do it while leading the product function. Matt ...MORE >
How to Build Your 2018 Dream Team
October 10, 2017 – It’s still true: Your company’s people are the key to its success. You need the right people in the right places.   Performance conditions matter, of course. Weak players in ideal situations are still weak players. Strong performers in poor circumstances will ...MORE >
3 Ways Sales Management Can Coach and Develop Sales Reps
March 28, 2017 – SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter.  We call these Day in the Life Of, or Dilos.  There is a major theme consistent across most sales forces:  The Coaching and Developing of front ...MORE >
3 Reasons ‘C’ Players Must Go
February 15, 2017 –   Every so often a Sales Ops leader needs a gut check. We typically focus on optimizing processes that will drive revenue. Automation and technology makes tracking and adopting initiatives easier. But Year over Year growth is stagnant. Nothing we do ...MORE >
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