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Sales Benchmark Index

Sales Benchmark Index
GREG ALEXANDER
Greg Alexander serves as CEO of Sales Benchmark Index, a strategic advisory firm focused on increasing enterprise value through sales force effectiveness.  SBI is differentiated through its use of empirical data, the unique application of benchmarking to the sales function, a database of 11,000 companies and 260 sales metrics, an archive of world class best practices, and the highly specialized skills of its people.  Alexander’s innovative benchmarking process has been featured on MSNBC, and has been written about in Fortune Magazine, The Wall Street Journal, Investor’s Business Daily, Inc. Magazine, Smart Money and many others.  He is co-author of two critically acclaimed books; “Making the Number: How to Use Sales Benchmarking to Drive Performance” and TopGrading for Sales: How to Interview, Hire, and Coach Top Sales Reps.”  In addition, he has contributed articles to several leading publications such as Business to Business, The American Salesman, Sales and Service Excellence and many others. Sales and Marketing Management Magazine named Alexander “Sales Manager of the Year”, for his work leading EMC Corporation’s sales force, prior to joining Sales Benchmark Index.  Mr. Alexander also served as Vice President of Sales and Marketing for Recall Corporation, where he was responsible for creating and implementing the sales strategy across the United States, Canada, and Mexico.  Alexander’s client list includes leaders from many industries, such as Adobe, WebEx, Vignette, Sonosite, Aspect, Global 360, Skillsoft, Avocent and many others.  He holds an MBA from Georgia Tech and an undergraduate degree from the University of Massachusetts.

 

AARON BARTELS

As executive vice president of Sales Benchmark Index, Aaron Bartels is responsible for benchmarking and extracting best practices from organizations to help sales leaders across the globe better understand performance and implement improvements successfully. Prior to joining Sales Benchmark Index, Bartels served as the director of sales operations for Recall, where he was responsible for improving sales force productivity across the United States, Canada, and Mexico. Bartels also served in numerous consulting leadership roles with CGI, where he implemented for clients process and system improvements that greatly increased revenues while reducing costs. His reputation as one who can turn executive strategy into measurable and tangible results has led to Sales Benchmark Index’s becoming a successful sales-benchmarking organization that embraces the latest process and technology solutions. Bartels has an MBA from Georgia Institute of Technology and an undergraduate degree in computer science from the University of Notre Dame.

 

MIKE DRAPEAU

In his role as executive vice president of Sales Benchmark Index, Mike Drapeau designed, built, and launched the membership portal that supports sales benchmarking and peering. He is also responsible for delivering best-practices solutions around sales process improvement, organizational change behavior, and sales operations analysis. Over the last two decade, Drapeau has repeatedly hired top-flight execution teams capable of carrying out strategic directives and driving home transformation within existing corporate cultures. Prior to joining Sales Benchmark Index, Drapeau for over fifteen years delivered product management and marketing expertise, using his insight into developing new markets, competitive intelligence, and technical prowess to develop product positioning and exposure techniques to aid sales teams. Drapeau’s experience includes repackaging vendor software portfolios to exploit customer pain points, rolling out go-to-market programs that acknowledge deficiencies in vendor product lines, and repositioning entire sales lines to leverage competitive advantages. Drapeau spent eleven years as a joint combat warfare officer and naval logistics tactician throughout multiple international conflict events and engagements. Having traveled to over fifty countries, and speaking several languages, Drapeau provides a degree of international expertise of interest to Sales Benchmark Index’s American members. Drapeau has a bachelor’s degree from the University of Virginia and an associate’s degree from the University of Cambridge, Fitzwilliam College, in Cambridge, England. He is the author of many articles published in various trade magazines.

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Making The Number - How To Use Sales Benchmarking To Drive Performance | Hardcover Book
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