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How HR Can Build an Integrated Approach to Sales Talent Management

by Eliot Burdett | Published on - March 14, 2017

A critical factor in the maintenance of a high performance sales force is an organization’s talent management system: the people, tools, systems and processes that give it the ability to attract, hire, develop, reward, and ultimately retain talent. Responsible for its development and execution, today’s human resource leader faces unique challenges and increased pressure as

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Debunking 14 Common Sales Management Misconceptions

by Eliot Burdett | Published on - February 24, 2017

Sales management is quite possibly the most misunderstood role in business. Why? Sales managers play a unique role – they not only select, build, lead, coach, and manage front-line salespeople, but also act as a customer and business manager. Since these responsibilities compete and pull sales managers in multiple directions, the activities that are most

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Heart and Sell: One-on-One Interview with Shari Levitin

by Eliot Burdett | Published on - February 21, 2017

Today’s buyers are overwhelmed with too much information — delaying purchasing decisions and resulting in lost sales. In order to compensate, several sales professionals are either over-accommodating or creating high pressure which alienates prospects in the process. So, how does a salesperson meet sales targets while satisfying the customer’s desire for a heartfelt, authentic sales approach? Shari

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Scaling Your Sales Team: 5 Massive Mistakes

by Eliot Burdett | Published on - February 13, 2017

Sales force sizing is an integral aspect of a best-in-class sales team. Optimized headcount maximizes revenue while limiting inefficiencies within the sales organization. However, this important process doesn’t occur in a vacuum. Executive teams usually choose to expand and scale their sales teams when they’re responding to or anticipating a significant shift, such as major

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How the Best Sales Reps Spend Their Free Time [Video]

by Eliot Burdett | Published on - February 7, 2017

Top performing salespeople conduct themselves differently. They are just as disciplined and committed to achieving their goals inside the office, as they are at home. While an average sales rep may only be committed to success Monday to Friday, 9 to 5, A-players seize opportunity for success 24/7. While unplugging at the end of the day