Eliot Burdett

When a hiring manager meets what appears to be a perennial top producing sales person, there can be an overwhelming temptation to go into full sales mode to get this person hired – especially if this person is working somewhere else which is almost always the case with top performing sales people (we call these

Sales rep burnout is a possibility on any sales team and this is especially true if you are driving hard towards big sales goals. If your reps become exhausted, they will lose interest in their work, stop producing and/or leave your team, which will have an impact on the overall sales numbers. Over the years, I

Many sales managers, particularly new sales managers, have trouble striking the right balance between managing reps and letting them do their jobs. Too often there is micromanagement and not enough of the right kind of management. Poor Sales Management and Micromanagement  Early in my own career as a sales manager, I would spend a lot

Often times employers will approach Peak with a desire to hire sales people with very specific sales experience, who in theory will leverage this experience to produce superior sales. The approach makes a sense in theory and would be a convenient way to identify superior sales people but hiring based on experience seldom works in

Spiffs represent a method of incentivizing certain kinds of sales rep behaviors and outcomes. Also known as a Sales Performance Incentive Fund, the Spiff is a concept dating back to as early as the mid 1800s and used by manufacturers as sort of kickback program to retailers that sell higher volumes of certain product lines.