Eliot Burdett

When a hiring manager meets what appears to be a perennial top producing sales person, there can be an overwhelming temptation to go into full sales mode to get this person hired – especially if this person is working somewhere else which is almost always the case with top performing sales people (we call these

Consistently high producing salespeople are rare – they represent 5-10% of the total sales population – so leading companies pursue them aggressively and are always looking for an edge to attract better and more reliable salespeople. Top salespeople are also different from average salespeople in that they look for career opportunities differently. Since there is

Sales rep burnout is a possibility on any sales team and this is especially true if you are driving hard towards big sales goals. If your reps become exhausted, they will lose interest in their work, stop producing and/or leave your team, which will have an impact on the overall sales numbers. Over the years, I

If you have hired strong sales people only to lose them shortly after they started with your company, you likely either selected a person that didn’t belong in your company (an issue with the hiring process) or you have an issue in your sales on-boarding process. Great sales people achieve a strong track record by

Many sales managers, particularly new sales managers, have trouble striking the right balance between managing reps and letting them do their jobs. Too often there is micromanagement and not enough of the right kind of management. Poor Sales Management and Micromanagement  Early in my own career as a sales manager, I would spend a lot