The Death of a Perfect Sales Strategy: Mediocrity

Mike Drapeau, Partner at SBI, and Kevin Avery, Senior Consultant at SBI discuss how to get the sales talent you need to execute your revenue growth strategy. http://bit.ly/GoSBI.

0:20 Introduction of today’s show, and hosts
0:46 Introduction the show’s topic, finding the right talent and how it impacts your sales strategy
1:18 How to find the best sales reps
3:55 Determining if ‘B’ player sales reps can become ‘A’ players
4:28 3 things that separate ‘A’ player sales reps from the rest
9:25 Why you should consider hiring reps outside of your industry
10:46 Summary of what you need to grow your own best in class sales reps
12:25 How to ensure you have the right talent development and sales training programs
17:05 Exploring root causes of an organization’s talent problems
18:30 Key questions to ask about your sales onboarding process
24:45 Debating having the right talent vs. the right performance conditions
35:10 Show wrap up

SBI Insider Video Podcast Summary

This week on SBI Insider Video Podcast, we debate the importance of finding the right talent to execute your sales strategy.

In the first segment we uncover whether ‘A’ player sales reps are a result of nature or nurture. We also explain why it’s critical for your corporate and sales strategies to be aligned in order to understand what kind of talent you need.

In the second segment we tackle talent development. We’ll discuss assessment, competencies, development plans and onboarding processes.

We’ll then wrap up the show by further exploring performance conditions. Can sales leaders overcome shortcomings with the right talent and leadership?

Ready to Make Your Number?

We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to https://sbitips/2017workbook to see the details of our revenue growth methodology. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/conta....