Eliot Burdett

The answer depends on several factors, some of which can be hard to determine. Consider this: High turnover among sales staff may appear on the surface to be a bad thing. But if the skills of entry-level sales reps are adequate for the business you’re in, turnover may simply signal that your sales staff have

There are many different types of sales roles, but traditionally there have been two main divisions in selling: those who sell to the people that come to them (inside sales, aka in-house sellers, aka inbound) and those that go out and hunt down their own prospects then close the deal (outside, those who sell on

One in every four people in the general population has better potential for sales work than 50% of the people already in the sales profession. And in reviewing the performance of employees for thousands of large mid-sized and small companies, we found that nearly 80 percent of the workers are not filling the jobs best

When our research tracked 20,000 new hires, 46% of them failed within 18 months. But even more surprising than the failure rate, was that when new hires failed, 89% of the time it was for attitudinal reasons and only 11% of the time for a lack of skill. The attitudinal deficits that doomed these failed

Sales has evolved immensely in the last 10 years and with the Internet driving much of that change and many sales organizations are wrestling with how to adapt their selling effort to these changes. One area of uncapped potential is social networks. Most companies view social media as a marketing channel to which messages are