Benchmarks
Manager:Sales Rep Ratio
What is 1:6-8?
RGA
What is a Revenue Growth Assessment?
Low win rates
Sales Process, Sales Playbook
SBI stands for...
What is growth?
Initiate and Invest
What is Build The Firm?
4-6X
What is Seller Productivity/Quota to OTE?
FLM
What is a Front-Line Manager?
Low quota attainment
Compensation Redesign and/or Talent Assessment and Upskilling
SBI Founders
Who are Greg Alexander, Mike Drapeau, or Aaron Bartels?
Find The Solution
What is Own The Outcome?
Measures both growth and profitability
What is Rule of...?
PLG
What is Product-Led Growth?
Low NRR
Customer Success Strategy OR Product Expansion
T1
Who is Matt Sharrers, SBIs former CEO?
Strive for Excellence
What is Be Great?
10-15X
What is whitespace to quota ratio used in ensuring territories are large enough?
TQC
Territory Quota Comp - commonly linked SBI solutions
Low MQL to SQO conversion rates
What is improve lead qual/scoring and/or align SDR/BDR lead processes?
SBI's Private Equity Sponsor
Who is CIP Capital?
Acquire New Capabilities
What is Adopt A Growth Mindset?
Sales Ops:Sellers Ratio
What is 1:10 - 1:20?
MEDDPICC
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition
High CAC:LTV
Routes to Market, Coverage Strategy
ALL PLAY: SBI Lifetime Client Count
What is 751?
Transfer Positive Energy
What is Inspire Others?