by Eliot Burdett | Published on - May 2, 2017
Evidence of common attributes amongst top salespeople comes from many high profile studies. Spend some time with top sales talent and it will quickly become evident that they share common characteristics. Sales leaders of high performance sales teams understand that knowing these traits is critical in the hiring of their sales reps. So, what are the characteristics
by Eliot Burdett | Published on - February 24, 2017
Sales management is quite possibly the most misunderstood role in business. Why? Sales managers play a unique role – they not only select, build, lead, coach, and manage front-line salespeople, but also act as a customer and business manager. Since these responsibilities compete and pull sales managers in multiple directions, the activities that are most
by Eliot Burdett | Published on - January 31, 2017
Top performing sales reps are rare — making up only 10-15% of the sales industry workforce — and, they are highly sought after. In order to remain competitive, it is essential that companies implement effective strategies to keep their top talent. However, research shows that the voluntary turnover rate for salespeople (15.9 percent) is higher than the
by Eliot Burdett | Published on - December 7, 2016
If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave for another employer. I am not quite sure why anyone would want their top reps to leave, but I have witnessed all of these things happen first hand, so I thought I would
by Eliot Burdett | Published on - December 6, 2016
If you enter ‘Time Management Book’ in Amazon’s search bar, you will receive 43,584 results. These books offer hundreds of ways to maximize your time to be more efficient. But not many are focused specifically on the particular challenges sales professionals face. Online distractions and email addiction are often major problems for salespeople who spend