Eliot Burdett

In many circles there still exists the notion that if you get the right skill set in a sales person, they will sell and contribute to the top and bottom lines. Unfortunately, it is not that simple. If you hire people without considering culture fit, you are probably compromising your chances of running a successful

It’s disappointing when a good salesperson quits.  It’s a crushing experience when you lose your top producer.  After the considerable amount of time, effort and expense you spent to find and develop your rainmaker, don’t let him or her walk away.  Here are five reasons your best salesperson will leave your company: You’ve changed the

You’ve hired a great new talent and you’re excited for her to hit the road selling. But before she can be productive, she needs to complete her training program. The training was created by the corporate office and is distributed to all sales managers with specific procedures that need to be followed. It consists of

You’ve heard it before, when hiring a salesperson make sure you have a clear description of your sales needs and a detailed screening process. Problem is, what you know and what you do, are often two different things. Defining mandatory, versus non-mandatory hiring criteria, allows you to find the best sales fit without wasting time

We all want the best talent. But how can we identify the “A” players versus “a player”? The former will make you money, the latter will cost you. As a sales manager you need to determine if the person sitting across from you in an interview will be an “A” player. Will he or she