by Eliot Burdett | Published on - June 21, 2012
Are your best producers sales people or order takers? Which one do you need and can you tell the difference? Would you call the person at the coffee shop a sales person or an order taker? They manage a business exchange between customers and the store (sales), and yet they primarily take orders. Is the clerk who up
by Eliot Burdett | Published on - June 19, 2012
Sales people always face objections. Selling for a start up means facing objections and a tremendous amount of resistance. The customer is unfamiliar with the business and has no reason to trust you. You have few (if any) references, no proven merchandise, reputation, or extended track record. The product is usually more expensive and buyers
by Eliot Burdett | Published on - June 7, 2012
How many times have you had this debate when you have an open spot on your sales team? Should you recruit a seasoned salesperson that knows his or her way around, or new blood that you can train? We get asked this question everyday. Unfortunately, there is no easy answer and we suggest you don’t
by Eliot Burdett | Published on - April 17, 2012
The economy is improving. Job creation is increasing but unemployment remains high. So why is it so difficult to find and hire good salespeople? According to the U.S. Bureau of Labor statistics (BLS), in May 2010 there were over 13 million wage and salary sales workers in the United States. The BLS also stated the
by Eliot Burdett | Published on - January 26, 2012
Next month, we will be publishing a new guide entitled The First 90 Days – How to Get Your New Sales Hires Producing, Fast. Here is a teaser from the introduction. Most companies take months or even years to determine whether a new hire is successful, but often all the evidence to indicate whether a