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 - April 14, 2009
A lot more than you think. With so many reps currently below target, we thought we would show a quick and dirty calculation on what a bad sales hire costs. Let us assume we are speaking of an intermediate to senior position (depending on the company) with a base salary of $100,000 and a quota
by Eliot Burdett | Published on - March 24, 2009
It is a few days before quarter end and if you are like most sales leaders, you are in the final push to hit your number, so here are the top ways to squeeze as much revenue as possible from your team over the next few days. 1. Prioritize the Deals – If your business
by Eliot Burdett | Published on - March 17, 2009
I love quarter end. Having spent many years selling myself, I remember the rush of the countdown and closing everything you can to hit your quota and get into accelerated commissions. I also enjoyed the competition amongst all the reps hustling hard and getting super creative to not only hit their own numbers, but to
by Eliot Burdett | Published on - March 11, 2009
In turbulent times, we are going to see higher turnover and layoffs – even in sales. A big issue for departing sales employees is entitlements to commissions. We often see employment contracts that poorly define the conditions related to treatment of commissions after an employee departs (typically referred to as “trailing commissions”). For example, when
by Eliot Burdett | Published on - February 26, 2009
Last week I attended the executive briefing from Miller Heiman which just released its Sales Best Practices Study for 2009. We covered the 2008 Sales Best Practices Study here. This year 3,900+ sales professionals participated in the research. Some highlights from 2009: “Successful sales organizations do not do one or two things well; they maintain
