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Accountability – the Key to Success in Managing Sales Reps

by Eliot Burdett | Published on - February 17, 2014

During a coaching call with a CEO yesterday, I was asked for my thoughts on some of the best ways to get sales reps to perform. We discussed the elements of effective sales management from strategy, goal setting, communication, coaching and training. Amongst these tactics, holding reps accountable is arguably the most powerful tool for

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Build a Sales Team vs. Outsource the Sales Function – Which is Right for You?

by Eliot Burdett | Published on - January 13, 2014

We continue to get a fair number of companies asking for our perspective on outsourcing the sales function and whether we are talking about independent reps or outsourced call centers, our answer remains the same and it is based upon experience. It make sense if: Your product is well known โ€“ If the market knows

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Influence: The Psychology of Persuasion in Sales

by Eliot Burdett | Published on - December 3, 2013

Robert Cialdiniโ€™s book,ย Influence: The Psychology of Persuasion, while not your typical sales book, provides a fascinating look at the science of persuasion and how buyers are influenced into making purchases. The author, a professor of Psychology and Marketing at Arizona State University, spent three years undercover in telemarketing organizations, car dealerships and fundraising organizations observing

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Key Sales Force Design Mistakes

by Eliot Burdett | Published on - November 28, 2013

Good article here, Five Common โ€“ and Avoidable โ€“ Mistakes in Sales Force Design, by ZS Associates. We have summarized theses mistakes and added our take. Role pollution โ€“ Sales people are involved in too many support and non-sales activities.ย Peakโ€™s Take:ย We see this a lot, particularly from sales managers that werenโ€™t themselves top sales people,

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The Importance of First Impressions in Sales

by Eliot Burdett | Published on - October 21, 2013

Leading sales trainer and author, Colleen Francis, recently had this to say about first impressions in sales: Salespeople will generally have between 4 and 30 seconds to make a first impression on prospective clients that will compel them to want to engage This is a sobering observation. Most companies have a limited number of prospects