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Assessing Your Sales Compensation Plan

by Eliot Burdett | Published on - August 27, 2013

The answer depends on several factors, some of which can be hard to determine. Consider this: High turnover among sales staff may appear on the surface to be a bad thing. But if the skills of entry-level sales reps are adequate for the business youโ€™re in, turnover may simply signal that your sales staff have

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Inside vs Outside Sales – Are these roles blurring?

by Eliot Burdett | Published on - August 17, 2013

There are many different types of sales roles, but traditionally there have been two main divisions in selling: those who sell to the people that come to them (inside sales, aka in-house sellers, aka inbound) and those that go out and hunt down their own prospects then close the deal (outside, those who sell on

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3 Reasons To Start Selecting Sales Hires Randomly

by Eliot Burdett | Published on - August 11, 2013

When our research tracked 20,000 new hires, 46% of them failed within 18 months. But even more surprising than the failure rate, was that when new hires failed, 89% of the time it was for attitudinal reasons and only 11% of the time for a lack of skill. The attitudinal deficits that doomed these failed

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Paying Sales Commissions on Revenues vs. Profit

by Eliot Burdett | Published on - August 7, 2013

There are many different ways to structure and layer sales compensation and commission plans and most are based on revenue performance, but in some sectors compensating based on profit is popular and there are situations where it may make sense for your company as well. Compensating on Revenues The most common form of sales compensation,

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Sales On-Boarding in Small and Medium Sized Companies

by Eliot Burdett | Published on - August 5, 2013

How do you bring your new hires onboard your business? Leading corporations often have an orientation and indoctrination program that matches the multi-stage recruiting process they implement to ensure they get the people they believe are best suited for the roles they will fill within the company and the best fit for the company culture.