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 - December 9, 2009
A few days ago I bought a new cellphone at a retail outlet and thought I would share the experience since it highlights how not to design a comp plan (no need to mention the company). The store rep was great, engaging me, asking questions, showing various different products and sharing facts and opinions on
by Eliot Burdett | Published on - October 19, 2009
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
by Eliot Burdett | Published on - July 13, 2009
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
by Eliot Burdett | Published on - July 8, 2009
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
by Eliot Burdett | Published on - July 8, 2009
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.
