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How to Recruit Your Competitor’s Top Sales Talent

by Eliot Burdett | Published on - June 1, 2016

Appeal to these salespeople’s insatiable drive to advance their career, differentiate your company, and embrace the domino effect.   Your competitor’s top salespeople are grounded in industry knowledge, know the pain points your prospects have and what decision makers to target, and have a proven themselves to be successful in selling environments similar to yours.

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The 6 Elements of an Effective Sales Onboarding Program

by Eliot Burdett | Published on - May 26, 2016

Implementing a ‘pre-hire program’, being consistent, establishing a mentoring program, defining success, and creating a sales playbook reduces ramp time and sets new hires up for continued success. No matter the size of an organization, hiring the right people and developing them so that they can achieve their true potential are arguably the most critical

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The 8 Human Capital Metrics Every Sales Manager Needs to Track

by Eliot Burdett | Published on - May 3, 2016

Salespeople are the engine of a great company. They identify new opportunities for growth and are tasked with driving profitable revenue streams that propels organizations to achieve success. To help assess the effectiveness of their sales force, sales executives need to dive into their human capital metrics.    When viewed as pieces of a larger

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What Every Great VP Sales Wants in a Job

by Eliot Burdett | Published on - April 19, 2016

The ability to recruit, coach, and develop effective sales teams; have a relentless pursuit of key strategic goals; and posses a long track record of high integrity transactions with peers, customers, and partners are all traits employers look for in their next (or first) VP Sales. But in order to attract and hire a great

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Using Data to Power Sales Team Productivity

by Eliot Burdett | Published on - April 12, 2016

A sales process that maximizes the productivity of sales reps is the goal of every sales leader. To achieve that goal, the most successful sales leaders have turned to data – harnessing the power of analytics to get the insights and know-how to engage with prospects more effectively, improve processes, and increase rep efficiency. Research