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I have a bit of a problem with the notion of a “rainmaker” sales person. To be sure, a great sales person does work long and hard to create business where none existed before, but there is no magic rain that falls from their individual efforts. In order for a sales person to be highly productive, they need strong backing. Good brand, market profile, strong references, and solid customer support not to mention a compelling and reliable product or service offer – these are all required if a sales person is to produce win-fall results. Why do top performing sales people get paid more then? Because, unlike any of the sales person’s team mates, the sales person risks part of their income – they take a lower salary than their team mates in exchange for a higher return if they win new business. If the team doesn’t perform well together, the sales person earns less than the rest. If the team works well together, it pays off for the sales person and, more importantly, for the company.

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Eliot Burdett

CEO at Peak Sales Recruiting
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.
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Frontier
Fujitsu
Gartner
Merck
Merck
Oyo
SevOne
SAS
Tasor
Tasor

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