by Eliot Burdett | Published on - November 28, 2012
In many circles there still exists the notion that if you get the right skill set in a sales person, they will sell and contribute to the top and bottom lines. Unfortunately, it is not that simple. If you hire people without considering culture fit, you are probably compromising your chances of running a successful
by Eliot Burdett | Published on - August 28, 2012
You’ve heard it before, when hiring a salesperson make sure you have a clear description of your sales needs and a detailed screening process. Problem is, what you know and what you do, are often two different things. Defining mandatory, versus non-mandatory hiring criteria, allows you to find the best sales fit without wasting time
by Eliot Burdett | Published on - June 21, 2012
Are your best producers sales people or order takers? Which one do you need and can you tell the difference? Would you call the person at the coffee shop a sales person or an order taker? They manage a business exchange between customers and the store (sales), and yet they primarily take orders. Is the clerk who up
by Eliot Burdett | Published on - June 19, 2012
Sales people always face objections. Selling for a start up means facing objections and a tremendous amount of resistance. The customer is unfamiliar with the business and has no reason to trust you. You have few (if any) references, no proven merchandise, reputation, or extended track record. The product is usually more expensive and buyers
by Eliot Burdett | Published on - June 7, 2012
How many times have you had this debate when you have an open spot on your sales team? Should you recruit a seasoned salesperson that knows his or her way around, or new blood that you can train? We get asked this question everyday. Unfortunately, there is no easy answer and we suggest you don’t