Eliot Burdett

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

Many sales managers accept the 80-20 rule – that 20% of their reps make 80% of the sales – 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 downsides to allowing under-performers to exist on your sales team. Sales leaders

Prospective 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 doesn’t work out, the loss is huge. Poor-performing salespeople can cost thousands in lost opportunities and revenue, and worse yet—damage a company’s reputation

I answered the following question over on clarity.fm: What do (bootstrapped) startups offer to new sales hires? Commission only? Here I reiterate and expand upon my answer. Having spent the last 25 years launching my own companies and working with start-ups, I understand the pressure to hire sales people that can accelerate the acquisition of customers

Great post, the 9 Results You Can Expect From Sales Onboarding, by Lee Salz (link below), summarizes the many benefits a structured program for onboarding new salespeople. In it, he discusses why a structured onboarding program helps achieve the following: protects an investment in recruiting and employing sales people; help provide increasing revenue performance; improved