“I have consistently enjoyed tremendous experiences when engaging on projects with Aaron and his team at SBI. SBI serves as a true partner on client engagements, deploying an impressive team of experts who possess a wealth of experience driving sales growth at successful companies in a wide variety of industries. Using evidence-based methodologies, Aaron and the SBI team apply an analytical approach to sales-related challenges in a manner that yields distinct actionable insights and recommendations. They partner with their client to ensure a smooth implementation of those recommendations and remain engaged to drive widespread post-implementation adoption. Aaron and the SBI team have been instrumental resources to me on several key initiatives in the past, and I would recommend SBI to any company that is facing a sales-related challenge or is simply looking to enhance its sales operations and processes.”
About
Activity
Experience & Education
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Sales Benchmark Index
View Aaron’s full experience
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Licenses & Certifications
Publications
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Sales Gamification + Social Selling
LevelEleven
See publicationSales gamification.
Social selling.
Each has become a buzzword. Each gets attention in publications, at conferences and by business leaders. But what happens when you combine the two, so that each becomes both? We at the Sales Benchmark Index worked with one of our clients to find out. -
Making the Number
Portfolio
The essential tool kit to achieve breakthrough sales performance improvements.
Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.
Comparing a sales force to those…The essential tool kit to achieve breakthrough sales performance improvements.
Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.
Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data.
Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa.
Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.Other authors -
Projects
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Sales Operations and Forecasting - Fortune 500 Company
- Present
Providing executive leadership with a dashboard capable of showing revenue and accurate forecasts. Creating change management plan with management to ensure field accurately records current pipeline in SFDC.
Other creators -
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Sales Force Design - Fortune 5 Company
Helped a Fortune 5 organization restructure their sales force. They realize the following benefits.
1. Substantial increase in productivity due to increased selling time
2. Decrease in cost structure
3. New Inside Sales channel to serve the market more efficientlyOther creators -
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Sales Force Design - Fortune 5 Company
Helped a Fortune 5 organization restructure their sales force. They realize the following benefits.
1. Substantial increase in productivity due to increased selling time
2. Decrease in cost structure
3. New Inside Sales channel to serve the market more efficientlyOther creators -
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Build Inside Sales Capability @ Technology Client
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Traditionally, our Client had viewed Inside Sales as a sales administration function – tasked to assist field sales reps with paperwork, scheduling, pricing administration and general customer support. However, a shift in IT market buyer behavior combined with limited field sales resources and an aggressive growth target required rethinking this strategy. Our project defined the people, process and technology needed to deploy a best in class inside sales capability.
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Sales Process @ PaaS Software Company
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Identified and mapped customer buying process. Developed and implemented customized Account Management and Opportunity Management process mapped to the customer buyer behaviors.
Other creators -
Languages
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English
Native or bilingual proficiency
Recommendations received
3 people have recommended Aaron
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