Eliot Burdett

We hear this story a lot. I recently hired a new sales person. During the interview process they seemed like a great hunter. They pursued me during the hiring process and actively closed me during our final interview. Now that the rep is on-board, it seems they won’t pick up the phone to save their

There are countless articles on how to build a high performance sales team (including ours: How To Create A High-Performance Sales Culture), so we decided to take a lighthearted look at how not to build a sales team. Only look for talent when you need to hire – If a hiring manager looks for talent

Reference Checks Reference checks are one of the most critical ways to validate the traits and performance abilities of a potential sales hire (see The Importance of Reference Checks in Sales Hiring). Unfortunately many companies make up their mind to hire someone and then perform only cursory reference checks or, surprisingly often, none at all.

Week One – Orientation and Training  Setting The Stage For Success As a sales manager you want your new sales rep to be out in the field producing as soon as possible. At the same time, you don’t want them to burn through leads simply because they don’t have a clear understanding of their product

Week One – Orientation and Training  Setting The Stage For Success As a sales manager you want your new sales rep to be out in the field producing as soon as possible. At the same time, you don’t want them to burn through leads simply because they don’t have a clear understanding of their product