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4 Ways to Ensure an Enterprise Sales Recruiting Project is Successful

by Eliot Burdett | Published on - December 5, 2008

We tackle projects of all different shapes and sizes. The most exciting ones revolve around a tech company with under-performing sales, where a recruiting project must not only hire great sales rep but create a culture change on the whole sales team. Anyone who has tried to create large scale change knows how challenging this

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Why It’s Easy to Have a Poor Sales Hiring Record

by Eliot Burdett | Published on - November 6, 2008

A colleague pointed me to a great Seth Godin post this morning on hiring (thanks G): “It only takes 10% as much effort to hire someone in the bottom 90% of the class. And it takes the other 90% to find and cajole and retain the top 10%.” Many companies are lackadaisical about hiring, so

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Do Recruiters Avoid Sales Assessments?

by Eliot Burdett | Published on - September 2, 2008

Great short post about how many recruiters fear sales assessments –> (Many Recruiters Fear Sales Assessments, by the Objective Management Group, a sales assessment company so it’s a bit of an advertorial). He is right that most recruiters, are not inclined to use assessments – and it should be no surprise, whether they are internal

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The Top 10 Challenges in Hiring Tech Sales Pros

by Eliot Burdett | Published on - June 11, 2008

Talk to any sales manager and they will tell you that hiring reliable sales people is one of the most difficult things to do. Even the ones who say they have a good hiring track record will typically admit that too few of their reps are at target. Why is that? What makes hiring great tech

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Why Do Sales People Get a Bad Rap?

by Eliot Burdett | Published on - June 8, 2008

I came across this article on the different styles of tech sales people (the tech sales styles, written by Lisa DiCarlo for ComputerWorld) and was reminded what a lot of buyers see when they are engaged by a sales person. Unfortunately it is not flattering. A sales person has to be extremely enthusiastic about what