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Why Great Sales Candidates Get Rejected

by Eliot Burdett | Published on - September 29, 2014

We see it all the time. A great sales candidate meets with a prospective employer who rejects the candidate and elects to hire someone else. Oftentimes the reasons are legitimate โ€“ such as poor cultural fit โ€“ but many times, there are no logical reasons for the decision not to consider the candidate who would

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Does Your Companyโ€™s Online Reputation Matter When Sales Recruiting?

by Eliot Burdett | Published on - September 25, 2014

As we have written about before,ย top performing B2B sales people want to work for industryย leading and highly reputed companies which their chances of success are greatest. Since there is excess demand for the services of top sales people, why wouldnโ€™t they be selective in who they work for? In an Internet dominated world, aย key question

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Could One of These 2015 Sales Conferences be a Game-Changer?

by Eliot Burdett | Published on - September 22, 2014

Letโ€™s be honest. Not all sales conferences are created equal. You probably donโ€™t even remember the worst conferences you ever attended. After all, they wereย far from memorable, but suffice it to say you ducked out as soon as possible, feeling like you would never get that time back. Withย so many conferences to choose from, and

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The Problem with the 80/20 Rule for Sales Managers

by Eliot Burdett | Published on - September 15, 2014

Many sales managers accept the 80-20 rule โ€“ that 20% of their reps make 80% of the sales โ€“ which I suppose is acceptable if the sales manager is consistently meeting targets, but it certainly is not a recipe for superior results. There are many downsidesย toย allowing under-performers to exist on your sales team. Sales leaders

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Need-to-Haves That You Donโ€™t Need When Hiring Salespeople

by Eliot Burdett | Published on - September 2, 2014

Prospectiveย clients often come to us with a typical problem: many of the salespeople they hired seemed great during the interview process, but under-performed once they were hired. When a new sales hire doesnโ€™t work out, the loss is huge. Poor-performing salespeople can cost thousands in lost opportunities and revenue, and worse yetโ€”damage a companyโ€™s reputation