by Eliot Burdett | Published on - March 11, 2009
In turbulent times, we are going to see higher turnover and layoffs – even in sales. A big issue for departing sales employees is entitlements to commissions. We often see employment contracts that poorly define the conditions related to treatment of commissions after an employee departs (typically referred to as “trailing commissions”). For example, when
by Eliot Burdett | Published on - February 26, 2009
Last week I attended the executive briefing from Miller Heiman which just released its Sales Best Practices Study for 2009. We covered the 2008 Sales Best Practices Study here. This year 3,900+ sales professionals participated in the research. Some highlights from 2009: “Successful sales organizations do not do one or two things well; they maintain
by Eliot Burdett | Published on - February 23, 2009
The concept of Sales 2.0 represents an enormous change in the way many companies sell and market. Some of us will be attending The Sales 2.0 Conference in San Francisco on March 4th and 5th to see best practices in action. So it begs the questions: What is Sales 2.0, is it right for your
by Eliot Burdett | Published on - February 20, 2009
Habits, the process in which the brain “converts a sequence of actions into an automatic routine” (Duhigg, 2012), help define the rational behind our personal and professional actions. At the core of every habit exists a loop consisting of a cue, routine, and reward that can be altered, removed, or added (Smith and Bolam, 1990).
by Eliot Burdett | Published on - February 15, 2009
How are your numbers looking one month into the quarter? We polled our network of VP Sales to see what is at the top of their dashboard for evaluating the health of the sales effort running towards quarter end. Here are the top responses: 1. Pipeline – is it above or below the target multiple