by Ryan Thornton | Published on - January 30, 2020
Correctly sizing and structuring a sales team is a high-stakes challenge. It can significantly contribute to a company’s growth—or irreversibly hinder it. An undersized sales force with overstretched reps, whether across the entire company or in a specific territory, can cause a business to grow less effectively than its competitors and fail to serve customers
by Eliot Burdett | Published on - August 2, 2019
What is a Sales PIP? A Sales PIP —(otherwise known as) a Sales Performance Improvement Plan—outlines the steps an employee can take to obtain high levels of performance. Sales PIPs use very clear metrics to define success within a predetermined time frame. PIPs are not intended to fix behavioral issues like inappropriate actions or attitude.
by Eliot Burdett | Published on - May 3, 2019
Many sales people – and some sales leaders – will admit they struggle to get access to senior decision makers within ‘Must Win Accounts’. The Mindset and Skills to reach out effectively to these executives are often assumed to be in place, and sales reps often won’t bring it up as they don’t want their
by Eliot Burdett | Published on - April 19, 2019
The economy is creeping along. Revenue is down, the pressure is on to reduce overhead and the CFO is looking at the way you sell. You can choose from a variety of job candidates: full time staff, freelancers, independent contractors, temps and consultants. Now the big question, do you continue with a full time sales
by Brent Thomson | Published on - January 8, 2019
2019 is here and for many of us, that brings new priorities, sales targets, and even faster execution than the previous year. What are your top sales priorities this year? What market factors will challenge or propel your plans? At Peak, we are already preparing for our next stage of growth. And that translates to