Eliot Burdett

Right now? Actually there are better times than others, according to a new report published by InsideSales.com and MIT (hat tip to HT to Engage Selling for picking up this story). In the study, entitled the Lead Response Management Study, MIT and InsideSales.com looked at 3 years of data across six companies that generate and

Geoffrey James at the Sales Machine recently interviewed Michael Dell and posted his interview. I have included some of the most interesting comments from Dell. On Competition: “Sometimes it’s a battle, but sometimes we’re clearly working with a number of companies to grow an industry. I think the leading companies tend to be able to

One of the most challenging areas in a company’s incentive plans are sales compensation plans. We often get asked to provide input on comp plan strategy and it is actually part of Peak’s recruiting services. I ran across this article on article on compensation from our good friend Colleen Francis at Engage Selling (www.engageselling.com). She

We often hear business leaders say they wish they could hire some “rainmakers” to give sales a boost, but experience shows us that this kind of thinking doesn’t typically pay-off. Here’s why: 1. Rare – The salesperson who generates sales out of thin air is a rare breed. If you have one, you are lucky.

We often receive questions about the merits of various comp plan elements and alternatives. Recently received a question about the frequency of bonuses. The right mix of incentives and structure depends on what you are trying to achieve. While commissions are typically tied to closed sales, while bonuses are often linked to other sales events