Managing Partner at Sales Benchmark Index
Mike is a co-founder and Managing Partner of Sales Benchmark Index (SBI). He has more than 25 years of experience focused on solving complex sales problems, uncovering sales improvement opportunities, analyzing stubborn sales challenges, and designing customized solutions based on best practices. He, along with fellow partner Aaron Bartels, has developed most of the evidence-based best practice sales models embraced by SBI clients.
Take a Peek!
Look at 5 of Mike's examples including:
- White Papers, articles, blog posts, and Benchmarking Discussion Documents
- Thought leadership on Lead Generation, Sales Process, Sales Force Sizing, and Benchmarking
Mike and his team at SBI built and maintain the database used by SBI for benchmarking SBI clients.
Mike has made direct contributions to the sales force effectiveness public domain in the areas of territory design, lead management, demand generation, competency testing, sales process, management curriculum, strategic account growth, and sales productivity benchmarking.
Mike's recent client list includes: Hewlett-Packard, Kindred Healthcare, Eloqua software, Adobe, Reed Elsevier, PROS software, Fairchild Semiconductor, Forrester Research, IDT, Terremark, Ryder, Ceridian, Safety-Kleen, Genzyme Biomedical, ConocoPhillips, Dow Jones, Kronos software, and others.
Prior to SBI, Mike:
- founded The Drapeau Group, a strategic services firm in Atlanta, GA
- headed a regional sales force productivity group at EMC Corporation, the technology giant with a reputation of sales excellence
- held sales executive positions at TRADEX Technologies, which was purchased by Ariba in 1999 for $1.86 billion
- served for 11 years as a U.S. Navy combat logistics officer
Mike Drapeau is the author of Making the Number: How to Use Sales Benchmarking to Drive Performance and key contributor to Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives. He has also produced a wide variety of thought leadership on sales and benchmarking-related topics through articles and white papers in Strategize Magazine, the American Product Quality Center, NetSuite, WebEx.
He received a BA from the University of Virginia in 1985 and attended Fitzwilliam College, Cambridge University in England for additional study.
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