August 4, 2020 | Dallas, TX – SBI, a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” CEOs with sales experience grow revenue faster and increase enterprise value more than their peers with other functional backgrounds. Yet only 11% of CEOs have sales experience.
For over 14 years, SBI has been the thought leader in B2B revenue growth. This research report explores why CEOs with sales experience outperform those with operational or financial backgrounds (which comprises nearly 60% of CEOs).
“With the premium placed on revenue growth, it is our opinion that commercially-minded CEOs drive more value than peers from other functions,” said Matt Sharrers, CEO of SBI. “Our research empirically shows this is true.”
Randy Street, of ghSmart, a leader in helping boards assess and hire their C-suite, after reviewing SBIs findings, said, “We have found that for CEOs, the most important attributes are decisiveness, adaptability, engaging for impact, and reliably delivering results. Sales leaders are effective in the latter three.”
SBI’s study surveyed both public and private B2B companies where the CEO had been in the role for at least three years. You can access the full research report here.
SBI is a go-to-market growth advisory, offering collaborative consulting forged from serving as strategic implementers who have owned and operated the GTM function at some of the world’s most successful growth companies. Using our proven templates, processes, and playbooks, we help clients quickly move from the right data and insights to give them measurable results in top-line growth. We engage and support you as an extension of your team, both leading and working side-by-side to deliver relatable, practical strategies that work right away and ongoing. Learn more at https://sbigrowth.com/.