Eliot Burdett

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

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

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

In a perfect world, appearances don’t have an impact on business, but in the real world, unfortunately, looks seem to matter. Studies have shown that people considered to be attractive earn more money and generate higher sales results. The studies aren’t necessarily conclusive, but I know this from being in sales for many years: buyers

We wrote about cold call reluctance earlier this week (see My New Hire Won’t Make Cold Calls). Qualifying a prospect is one of the most critical phases in the sales cycle is another area where we see reps exhibiting reluctance. After the initial call is made, qualifying is one of the most feared phases in