Eliot Burdett

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 – If the market knows

For a lot of people hoping to land a new sales job, it is a priority to create a resume that is search engine friendly. Unfortunately, this often leads to resumes that are less succinct and are jammed with keywords which distract from the accomplishments and abilities of a salesperson. To those of us that

This year, sales training company Miller Heiman, published Best Practices in Sales Management: A Resource Guide for Sales Managers. In the guide, Miller Heiman shares its three keys to getting sales hiring right and looks at common missteps in sales hiring, long-term impact on sales, qualities of top sales people and revealing interview questions. All

This morning, I read an interesting post by SalesDrive on persistent candidates in which the article makes the following observation: Hiring managers occasionally encounter sales candidates who are especially persistent . . . calling or emailing them frequently to get an update on their status. Of course, persistence is a very important trait for success

The De Paul Center for Sales Leadership is one of the leading sales learning institutions in the country. Every few years the University publishes the Sales Effectiveness survey which observes the sales practices and results of over 435 organizations across 10 business sectors.  Some useful insight is shared in this report: Age profile – % by