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 -
September 15, 2013
Temporary guaranteed compensation is a topic that often comes up in our work. It sometimes scares employers who are accustomed to paying sales people based on performance. So should you include guaranteed compensation in your offer to a prospective sales hire? The answer depends on several factors: If a prospective candidate is selling at quota for another employer, it likely took
by Eliot Burdett |
Published on -
September 7, 2013
We are big believers that creating a winning culture is absolutely essential for any type of success from sports to raising children and it is particularly important in terms of driving superior sales results (see our previous posts: Building a Culture of Success in Your Sales Team and Why Culture Matters in Sales Hiring). Sales
This may sound like a familiar scenario. That new sales person you hired isn’t working out. After six months on the job, he hasn’t met one monthly sales goal. And, he doesn’t get along with others on the team. How did this happen? He seemed so great in the interview! If this sounds familiar, maybe
A colleague forwarded to me a copy of the the Accenture report Connecting the Dots on Sales Performance. The report, which analyses the 2012 CSO Insights Sales Performance Optimization Study, is a bit outdated, but still contains many useful insights. We have pulled some quotes and added our own commentary. The report suggests that changing customer
