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
by Eliot Burdett |
Published on -
November 2, 2016
Last year’s Global Leadership Summit predicted that more than half of all employees will work remotely by 2020. For companies used to having a centralized sales force, the move to a remote structure and organizational design has presented sales leaders and their front-line managers unique challenges. Here, we discuss the key challenges of managing a
by Eliot Burdett |
Published on -
October 25, 2016
Most people might not immediately associate the terms “team player” and “salesperson.” Salespeople are often stereotyped as lone wolves who only look out for themselves. But that isn’t the case at all – being a top performing salesperson means being a team player. Why? According to the CEO of Sandler Training, David Mattson, sales teams that
In many companies it is commonplace to promote successful reps into sales management roles. To be fair, it is instinctive to reward your most successful and reliable reps with a promotion – who better to take on more responsibility in the sales organization than someone who understands how to sell a lot? Research shows, however, that