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 The report, which analyses the 2012 CSO Insights Sales Performance Optimization Study, is a bit outdated, but still contains many useful insights.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
by Eliot Burdett | Published on - August 29, 2013
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
by Eliot Burdett | Published on - July 26, 2013
There are literally a million different varieties of sales roles from those that handle inbound calls for information to those that manage existing relationships and those that open new accounts. The most coveted type of sales professional, what we tend to call, ‘Hunters’ pound the pavement (or the phone as the case may be), find
by Eliot Burdett | Published on - July 23, 2013
Peak Sales Recruiting’s founder Eliot Burdett was recently interviewed by Internet entrepreneur and Maverick 1000 CEO, Yanik Silver. During the 60 minute interview Burdett shared many aspects of sales recruiting and hiring mastery, including the traits of a an “A-player” sales achiever and why they are so hard to find, how to attract top sales