Eliot Burdett

The De Paul Center for Sales Leadership is one of the leading sales learning institutions in the country. Every few years the University publishes the Sales Effectiveness survey which observes the sales practices and results of over 435 organizations across 10 business sectors.  Some useful insight is shared in this report: Age profile – % by

After many years of answering all sorts of sales management, recruiting and performance questions, I decided to put together an FAQ for hiring amazing sales people. These lessons have been learned from decades spent in the trenches building and managing successful sales teams as an entrepreneur and sales leader, as well as recruiting, investing and

Robert Cialdini’s book, Influence: The Psychology of Persuasion, while not your typical sales book, provides a fascinating look at the science of persuasion and how buyers are influenced into making purchases. The author, a professor of Psychology and Marketing at Arizona State University, spent three years undercover in telemarketing organizations, car dealerships and fundraising organizations observing

Good article here, Five Common – and Avoidable – Mistakes in Sales Force Design, by ZS Associates. We have summarized theses mistakes and added our take. Role pollution – Sales people are involved in too many support and non-sales activities. Peak’s Take: We see this a lot, particularly from sales managers that weren’t themselves top sales people,

Effectively on-boarding new sales hires is one of the most important steps an employer can take to achieve a high return on the investment made to find that person. A simple yet very powerful way to do this is to have new hires shadow one of your most successful sales reps. Over the years, I