Eliot Burdett

If you want to hire a great sales person on a full commission sales compensation plan or with a very low base, here’s the short answer on how you can: You can’t. We get literally hundreds of requests from companies each year that want to hire sales reps on full commission.  The requests often sound something

Sales Managers are supposed to be kingmakers—their job is to inspire and guide sales superstars towards glory – and effective sales managers unlock the potential of their sales team, especially when rewards and retribution alone aren’t driving sales results. They boost their team’s confidence during sales slumps and rally them to work together in the pursuit

You may have hired a lot of B2B salespeople in the past, and probably some of them looked great on paper, but turned in lackluster performances. How can you skew the odds for hiring a sales superstar in your favor? Many hiring managers look at the resume, but the key to hiring well is to

Pressure can be paralyzing for some and energizing for others. Just as top athletes experience butterflies before an important event, top sales people experience nerves before a big meeting or negotiation, but what separates the elite level talent from the rest is how they react. Stress is Linked to High Performance Author Dr John Eliot,

sales-compensation1-e1401398784710-600×400 Company leaders and business owners are often worried about overpaying sales reps. This is  especially true for the CEO’s who didn’t ascend to their leadership position through the sales ranks and who are not overly sensitive to how sales compensation is earned. The concern is legitimate if one were to look simply at the outgoing commission