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 - March 17, 2011
We have all seen the different types of sales managers and probably even worked for a few. When we looked back over our own experience, we identified seven different types of sales managers, which we have affectionately named below. Which one are you? The Fire Marshall – This type of sales manager can trigger immediate
by Eliot Burdett | Published on - March 10, 2011
Many moons ago, we blogged about the Six Reasons Not to Promote your Top Reps to Sales Management, and here are the top seven reasons you as the company executive or business owner *would* promote your top sales rep to a sales manager position. There is a common understanding between yourself the rep that this is
by Eliot Burdett | Published on - March 9, 2011
The hunter vs. farmer categorization for sales roles is a crude way to segment the sales function, but it is often a useful distinction, particularly when it comes to comp plan strategy. While new business development roles and existing account management roles both share the goal of generating sales, the roles are fundamentally different and
by Eliot Burdett | Published on - February 17, 2011
New research from the Boston University School of Management suggests that the best phrase a sales person can use to build trust and increase the likelihood of closing a sales is to respond with “I don’t know” when stumped by a question rather than making up an answer. Perhaps this has to do with the
by Eliot Burdett | Published on - February 15, 2011
Companies make huge investments in creating value propositions that will attract customers, but reading the typical job ad shows far less effort is put into attracting the top class sales talent that will actually secure those customers. Boring checklists of required credentials and bland mentions of the company’s mission statement will attract lots of candidates
