CEO Mike Hoffman plays a critical role in overseeing operations and aligning business functions at SBI to drive scaled growth and ensure client success. In a world where many companies are struggling to achieve expected growth due to the changing dynamics of the business world, the focus on talent has become more crucial than ever. This shift in focus can be attributed to the aftermath of the pandemic and the Great Resignation, which has led to a significant wave of job dissatisfaction and high turnover rates in some sectors.
SBI has worked on numerous projects with companies to enhance their go-to-market performance and drive growth. Through their experience, they have observed that talent plays a pivotal role in a company’s growth, often more so than the GTM strategy or operating model. Optimal talent can have a quick and significant impact on revenue growth, allowing companies to achieve respectable returns in a shorter period. Companies with top-tier talent have been able to outperform competitors, even with inferior products or strategies.
Research conducted by SBI shows that the right talent profile can lead to closing bigger deals faster. Different selling approaches can result in varying deal sizes and cycle times, with approaches focusing on buyer urgency often underperforming. Initiatives aimed at developing talent are crucial for companies to see the desired results in their growth strategy. CEOs are advised to reassess their talent, identify impactful skills and competencies in their successful sellers, and implement a comprehensive training plan to replicate these skills across the team.
Recent shifts in buyer behavior, where decisions are increasingly scrutinized by cautious stakeholders, have rendered traditional seller approaches less effective. Sales talent must be equipped to understand prospects’ needs and business challenges to succeed in the current market environment. Sales leaders can introduce generative AI as a tool to assist with securing sales meetings and gathering important information about prospects, ultimately accelerating growth for the company.
Forbes Business Council, a premier growth and networking organization for business owners and leaders, offers a platform for individuals to connect, learn, and excel in their entrepreneurial journey. Through a focus on talent development and a strategic approach to sales, companies can navigate the complex and evolving business landscape, achieving sustainable growth and success in the long run. CEO Mike Hoffman’s leadership at SBI serves as a testament to the importance of talent in driving scaled growth and client success in the competitive business environment of today.
