by Eliot Burdett | Published on - September 20, 2012
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
by Eliot Burdett | Published on - July 12, 2012
Social selling; it’s not asking about your client’s weekend or their kids. It’s about utilizing social media to increase sales. Do you know how it works and should your sales reps even care? Sales has always been about doing business with people you know. Networking and leveraging relationships through meetings, conferences, organizations, etc., has been
by Eliot Burdett | Published on - June 14, 2012
How does your sales rep performance compare with the rep performance of 1,500 other firms spanning numerous industries? CSO Insights conducts an annual study to assess the strength of the sales world and the 2012 report includes an analysis of the 10 key trends of Sales Rep Performance. Check out where you are and what
by Eliot Burdett | Published on - June 8, 2012
According to the 2010 US Census, almost a quarter of the population is aged 45 to 64 years old. The median age in more than seven states is 40 years old. Some consider sales a young person’s sport. Salespeople work long hours, travel extensively and have a considerable amount of pressure. What is the impact
by Eliot Burdett | Published on - April 26, 2012
The top producer on your team has been pushing for a promotion and you need a new sales manager. If you promote your top person and put a team of five beneath him, will you have five more superstars? Just because someone can sell, does it mean they can manage? The process of promoting from