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CSO Insights on Sales Hiring

by Eliot Burdett | Published on - August 30, 2013

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 The report, which analyses the 2012 CSO Insights Sales Performanceย Optimization Study, is a bit outdated, but still contains many useful insights.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

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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