by Eliot Burdett | Published on - March 24, 2009
It is a few days before quarter end and if you are like most sales leaders, you are in the final push to hit your number, so here are the top ways to squeeze as much revenue as possible from your team over the next few days. 1. Prioritize the Deals – If your business
by Eliot Burdett | Published on - March 17, 2009
I love quarter end. Having spent many years selling myself, I remember the rush of the countdown and closing everything you can to hit your quota and get into accelerated commissions. I also enjoyed the competition amongst all the reps hustling hard and getting super creative to not only hit their own numbers, but to
by Eliot Burdett | Published on - March 11, 2009
In turbulent times, we are going to see higher turnover and layoffs – even in sales. A big issue for departing sales employees is entitlements to commissions. We often see employment contracts that poorly define the conditions related to treatment of commissions after an employee departs (typically referred to as “trailing commissions”). For example, when
by Eliot Burdett | Published on - March 11, 2009
Geoffrey James at BNET/Sales Machine and I had an ongoing conversation about his top 10 lists of lies people tell and we came up with a new list of the “Top 10 Dumb Lies Sales Reps Tell Managers” – some of them funny and some cliché. If you have worked as a rep and managed
by Eliot Burdett | Published on - March 10, 2009
Wikipedia (of all places) has some interesting stats on CRM market share… @ end of 2007 in terms of Revenue – SAP (25% market share) is first followed by Oracle (15.3%) and Salesforce.com (8.3%), but in terms of growth Microsoft (88%) is leading followed by Salesforce.com (49%). Hard to see Salesforce slowing down with its