CEO at Peak Sales Recruiting
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 - May 24, 2012
Changes in the economy have resulted in many businesses reviewing compensation expenses. The sales commission budget – traditionally the largest cost- is often under scrutiny. Can that expense be lowered with a new incentive calculation process? Data shows that 75% of organizations with 1,000-2,500 employees currently determine commissions using spreadsheets. This approach can lead to
by Eliot Burdett | Published on - May 9, 2012
We get a lot of questions about whether sales compensation is sagging in light of the economy. The simple answer is no, sales compensation is not dropping…for the reliable performers. The detail behind the answer involves looking at supply and demand. The model of supply and demand is the backbone of price determination in a
by Eliot Burdett | Published on - April 26, 2012
The top producer on your team has been pushing for a promotion and you need a new sales manager. If you promote your top person and put a team of five beneath him, will you have five more superstars? Just because someone can sell, does it mean they can manage? The process of promoting from
by Eliot Burdett | Published on - April 17, 2012
The economy is improving. Job creation is increasing but unemployment remains high. So why is it so difficult to find and hire good salespeople? According to the U.S. Bureau of Labor statistics (BLS), in May 2010 there were over 13 million wage and salary sales workers in the United States. The BLS also stated the
by Eliot Burdett | Published on - April 9, 2012
The sales community generally views thought leadership as a fancy name for marketing and something that is outside the purview of the sales function. Thought leadership is indeed a fancy name, but it’s not the name that makes it important. It’s the idea of going beyond business as usual and defining your organization as innovative
