SBI, The Growth Advisory

Do you truly understand what motivates your team? Or are you making generalizations to avoid vulnerable conversations? Listen in on our recent episode of the Sales Readiness Podcast, where Ray Makela is joined by Chasta Bair, SBI Senior Delivery Consultant, to explore the how and why behind sales team motivation. Topics discussed include: -Cultivating an environment and atmosphere where growth and collaboration can thrive. -How to leverage the MOTIVE Model to guide meaningful conversations with sellers. -The impact of normalizing conversations surrounding motivation. Check the comments to listen in on their insightful discussion and understand the value in normalizing vulnerable conversations about motivation. #Podcast #SalesReadinessPodcast #Motivation

This past week, we came together for our annual kickoff event to align, celebrate, and energize our team. One of the most inspiring moments is the chance to award the individuals that go above and beyond. Excellence at SBI, The Growth Advisory is guided by our six core values: • Be Great • Own the Outcome • Adopt a Growth Mindset • Inspire Others • Embrace 1:1 • Build the Firm Employees who embody these values demonstrate unforgettable personal growth, inspire their peers to excel, and deliver unmatched value to their clients. This year, we introduced the Un-Sung Hero Award, recognizing an individual who goes above and beyond behind the scenes, making a meaningful impact without seeking recognition. The inaugural winner is Janine Ballaera. The Full Potential Awards are given to SBIers who go above and beyond and achieve exceptional success for the firm and for its clients. This year’s Full Potential winners are: Andrew Tasso, Taomi Kenny, and Gregg Blatt. Selected by their peers, we’re excited to recognize these individuals for being the best examples of each of our core values: Brian Stearns, Michael Henry, Matthew Sill, Norma Nieto, Hollie Bodem, and Laurel Tanner. SBI fosters a coaching culture to help individuals to reach their full potential. To recognize exceptional coaching, the Sharrers' Family Coach of the Year Award was introduced. This year's winner is Lorna Karaj, MBA, PMP. Last but certainly not least, the Unstoppable Person Award was introduced last year to recognize an individual for driving growth in the face of adversity. This year’s winner is John Staples. A big congratulations to all our FPS Award winners!

Michael Hoffman, CEO of SBI and Noel Goggin, CEO ★, CEO of Conga, are bringing together an exclusive group of CEOs and Presidents for a candid, executive-level conversation about what’s driving growth in 2025. This invite-only growth forum will cover current market trends, the role of AI in GTM efficiency, and the strategies leaders are using to navigate an evolving landscape. If you're a CEO or President and interested in joining the conversation, request your invite: https://hubs.li/Q036Q4tM0 #GrowthForum

Sales managers, are you struggling to motivate your team? In the latest episode of the Sales Readiness Podcast, Ray Makela and Chasta Bair dive into the challenges of motivating sellers. They discuss why motivation is often overlooked and share powerful frameworks to help your team thrive! Tune in for actionable strategies to boost performance and create a supportive environment where vulnerability and growth go hand-in-hand. Link to podcast in the comments!

Sales managers are falling into the trap of selling more than they are managing. Many sales managers, especially those who've been promoted from the sales rank, default to what they know best: selling. Focusing too much on selling rather than managing can hurt the team and organization. - Reps miss out on coaching opportunities and are rarely held accountable. - Morale drops as sellers feel upstaged by their manager in client interactions. - Short-term wins overshadow a long-term growth strategy. Why does this happen? One major reason we've identified is the struggle managers face when they try to leave their comfort zone. This requires a mindset shift, understanding that success is now determined by the overall performance of the team, not personal ability. When sales leaders receive proper coaching, they drive stronger teams, better results, and higher retention. Check the comments to understand more reasons why sales managers struggle to focus on managing their teams and learn how sales manager training can bridge this gap. #SalesCoach #SalesManagerTraining

We're excited to recognize Sammy Banh as this week's Unstoppable Person! Sammy has played a pivotal role in driving success. Her first segmentation evaluation and comprehensive territory analysis have been game-changers and showcase her ability to tackle complex challenges with precision. Sammy's proactive mindset made scaling the team seamless. She consistently identified roadblocks and ensured every deadline was met. No matter the challenge, she is always ready to step up and deliver. Keep raising the bar Sammy! #UnstoppablePerson

Trailblazing executive. Passionate advocate. Champion for women in leadership. Meet Tracey Newell. She’s spent her career breaking barriers in the tech industry, rising from middle management to the boardroom, where she now serves some of the industry’s leading software companies. As a seven-time board member and former president of Informatica, she's paving the way for the next generation of women in the C-suite. Tracey is taking her passion one step further with her upcoming book, Hers for the Taking: Your Path to the C-Suite and Beyond. Set to release during International Women's Month, this book is a call-to-action for women ready to step into executive leadership. She shares the strategies, stories, and lessons that helped her break through barriers and claim a seat at the table. Tracey's advocacy extends beyond her leadership. She has been a true champion of SBI, introducing us to Informatica, Dropbox, and many more where we partnered to drive commercial success. If you're looking for inspiration, guidance, or a leader who truly invests in the success of others, Tracey is someone you need to know. Visit her website to learn more and preorder Hers for the Taking: https://hubs.li/Q035QbVX0 #ExecutiveSpotlight

Forget outdated headcount ratios. Modern enablement teams are scaling differently. Our latest research study, How Modern Enablement Teams Scale for Growth, revealed that while 87% of enablement teams are expected to serve seven or more critical roles, only 39% have enough full-time employees to cover these responsibilities. The result? Overworked teams, misaligned priorities, and missed revenue opportunities. Our research uncovered what sets top-performing enablement teams apart. -Measure more, and measure differently. -Invest in quota-carrying team members. -Prioritize training both sellers and frontline managers. If your enablement team is struggling, adding headcount isn’t always the answer. A special thank you to the Revenue Enablement Society, Gail Behun, Bill Ball, ⭐ Elisabeth Marino, Dave Lingebach, Bryan Kurey, Ray Makela, and all who participated in the survey and interviews for their invaluable contribution to this research. Check the comments to review the insights from the research. #ModernEnablement #Enablement

In today’s fast-moving business environment, predictability isn’t just nice to have. It’s the key to sustainable success. Listen in on the latest episode of the GTM Value Creation Corner Podcast, where SBI’s Managing Partner, Anthony Erickson, and JD Miller, author of The CRO’s Guide to Winning in Private Equity, tackle one of the biggest challenges business leaders face: forecasting with confidence. Key insights from the episode include: - Tools and frameworks to improve forecasting reliability. - Balancing data-driven decisions with intuition. - Using predictability to drive alignment across your organization. Check the comments to listen to the episode and turn uncertainty into predictability. #Podcast #GTM #Forecasting #Predictability

Knowing when and how to step in as a sales coach, rather than simply acting as a manager, is essential to elevating your team’s performance. Listen in on the recent episode of the Sales Readiness Podcast, where our host, Ray Makela, is joined by Jeff Cordes, SBI’s Senior Director of Training Services, to discuss what it takes to step into the mindset of a true sales coach. In this episode, we’ll cover: -The payoff of creating a coaching-centric environment. -Navigating the tough transition from sales rep to sales coach and unpacking the mindset shift that needs to happen in order to be successful. -How to imbed coaching into your regular practice, making it a non-negotiable part of your team’s routine. Check the comments to listen in on their discussion and shift into the mindset of a true sales coach. #SalesCoach #CoachingMindset #SalesManager