CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless. Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
by Eliot Burdett | Published on - February 11, 2014
Often prospective employers will call us seeking to hire a candidate that has a “solid book of business”, or a list of former and/or current clients in which the candidate has key contacts. As the thinking goes, this will allow the rep to quickly generate considerable sales upon joining the new employer. I like the
by Eliot Burdett | Published on - February 6, 2014
It is well known that you have to pay at, or more likely a bit above market levels in order to attract the best sales talent in the business. There are numerous surveys that indicate what sales reps are getting paid and there is always anecdotal feedback that comes to an employer either via its
by Eliot Burdett | Published on - February 4, 2014
Interviewing sales people is just like interviewing candidates for any other position in your company. Right? Wrong. Sales professionals are wired to project a positive image since that is how they succeed – it is a key part of the profession that they chose. They are interviewed everyday by potential customers, and the good ones,
by Eliot Burdett | Published on - January 28, 2014
The Alexander Group surveyed 100+ sales organizations with at least 20 reps and published its 12th annual sales compensation trends in 2013 and 2014 report. It is a useful report with some interesting observations (see link to full report below): 2013 sales departments experienced 6% growth in revenues (vs. 8.4% expected) median increase in sales
by Eliot Burdett | Published on - January 22, 2014
We don’t use IQ tests to evaluate sales people (we are more interested in predicting how they will behave and produce in certain situations), but we know that being smart usually is not a liability if a sales person has good sales DNA. I was curious to see who is using IQ tests in sales
