CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless. Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
by Eliot Burdett | Published on - November 4, 2013
Many sales organizations will periodically experience a windfall sale. In some cases the win fell into the lap of one of the sales reps and in other cases, the sales person played their cards right, the stars aligned and the big sale occurred. Back in my earlier days as a sales manager, I had a
by Eliot Burdett | Published on - October 21, 2013
Leading sales trainer and author, Colleen Francis, recently had this to say about first impressions in sales: Salespeople will generally have between 4 and 30 seconds to make a first impression on prospective clients that will compel them to want to engage This is a sobering observation. Most companies have a limited number of prospects
by Eliot Burdett | Published on - October 16, 2013
We have written about the linkage between money and sales rep behavior (see links below), but money is not the only way to motivate your sales team members and there may be times when you need to motivate using additional methods or alternatives to financial rewards. Here are some of the key ways to motivate
by Eliot Burdett | Published on - October 14, 2013
It is no accident that many successful sales force’s are highly ethical. When customers are treated the right way and their best interests are made a priority, they reward their suppliers with more business. Immoral and dishonest sales people don’t achieve long term success (and they certainly don’t sleep well at night), but getting your
by Eliot Burdett | Published on - October 11, 2013
Spend some time with high achieving sales people and it quickly becomes obvious that they share some key personality traits. Evidence of common attributes amongst top sales people comes from many high profile studies. Some of these are particularly notable in terms of the specific traits of top sales performers. Dr. Christopher Croner, Ph.D, who himself has
