The Peak Blog

All the latest insights on sales and sales hiring


Author: Eliot Burdett

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.

The world’s oldest professions is not immune to disruption. The evolving role of the sales rep, the maturation of millennials, the incorporation of big data and AI, and other ground-shaking variables are fundamentally impacting sales, forcing B2B sales leaders to brace for the shift. Here are nine things you need to know about how B2B

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6 Common Traits of Top Performing Sales Organizations

Data-driven success proves itself time and time again. In an age characterized by disruption and restless competitive threats, gut instinct is a dangerous basis to make decisions on. Now is the time for sales leaders to examine the scientific metrics of a high-performing sales force. Based on the latest research and hard-earned experience, here are

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65 Sales Interview Questions to Ask Sales Candidates

Interviewing salespeople is like peeling an onion. It involves peeling away their superficial layers and getting past conditioned responses to learn about their capabilities, traits, cultural fit, and if they will yield quality results. With 50% of sales reps today missing quotas, conducting a successful sales interview is the difference between hiring a top performer

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19 Simple Ways to Make Your Best Sales Reps Quit

If you lead a sales team, here are some proven and simple ways you can make your top performing sales reps leave for another employer. I am not quite sure why anyone would want their top reps to leave, but I have witnessed all of these things happen first hand, so I thought I would

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3 Things You Need to Know About the Evolving Nature of B2B Sales

The evolution of B2B sales is a fascinating phenomena and one of my favourite topics. There’s a great article here by Frank Cespedes and Tiffani Bova that discusses the evolving nature of sales and the continuing importance of salespeople in the context of successful B2B companies – contrary to the popular notion that sales is a dying profession. They’ve

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Six Reasons Not to Promote your Top Reps to Sales Management

In many companies it is commonplace to promote successful reps into sales management roles. To be fair, it is instinctive to reward your most successful and reliable reps with a promotion – who better to take on more responsibility in the sales organization than someone who understands how to sell a lot? Research shows, however, that

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Handling Counter Offers when Sales Recruiting

Having to deal with counter offers is one of the most difficult challenges facing successful companies looking to grow and attract great talent. Great employees are hard to find, highly sought after and almost always gainfully employed. No employer wants to lose people like this without a fight, so when an employer learns that one of the their

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The Biggest B2B Sales Trends in 2016

It is clear that 2016 will mark a period of change for the 4.5 million business-to-business sales professionals in the United States. Large industry trends such as new technology, reliance on social media, big data, the relationship between sales and marketing, workplace diversity, and the influx of Millennials will all have a major effect on

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Sales Management. Simplified: One-on-One Interview

There are many sales books that help develop selling skills and provide inspiration. Few, however, focus entirely on sales management and Mike Weinberg’s latest book, Sales Management. Simplified., does just that. Packed with actionable advice and hard-earned sales wisdom, the book reminds its readers to go back to the basics of sales management and focus on what

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Sales, Lies, and Interviews – How to Get the Truth From Sales Candidates

Peak conducts tens of thousands of sales interviews a year. The majority of candidates with whom our interview teams meet with are ambitious, capable, diligent, and accomplished professionals looking to advance their career. And quite simply, honesty is profitable. However, from time to time, we come across those candidates who are inclined to bend the truth about their

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Sales Comp Plans 101 – 5 Basic Things to Know

We are often asked about how to structure competitive sales compensation plans and how to tailor incentive programs to generate the right sales results. Here are 5 basic things to know when developing and managing a sales compensation plan: 1. Attainability First, assess the effort and risk associated with delivering the sales you need from

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