Eliot Burdett

There are many different ways to structure and layer sales compensation and commission plans and most are based on revenue performance, but in some sectors compensating based on profit is popular and there are situations where it may make sense for your company as well. Compensating on Revenues The most common form of sales compensation,

How do you bring your new hires onboard your business? Leading corporations often have an orientation and indoctrination program that matches the multi-stage recruiting process they implement to ensure they get the people they believe are best suited for the roles they will fill within the company and the best fit for the company culture.

These days most leading employers use some kind of psychometric testing and proven selection techniques, along with a lot of hard-earned hands-on experience and good judgment to narrow the list down to one or two possibles from hundreds, sometimes thousands of hopefuls. You can learn a lot about someone from a well constructed psychometric test

Several studies have shown that high achieving sales people are motivated by financial reward (Harvard Business Review, PsyMetrics, SalesDrive, and others). That’s not to say that all sales people are primarily motivated by money or that money is the only thing that motivates them, but achieving high income is a big factor in motivating behaviour

There are literally a million different varieties of sales roles from those that handle inbound calls for information to those that manage existing relationships and those that open new accounts. The most coveted type of sales professional, what we tend to call, ‘Hunters’ pound the pavement (or the phone as the case may be), find