What separates a great manager from a mediocre one? While there are lots of little actions that divide wheat from chaff, there is one activity that elevates a manager’s performance to the top tier: time spent with reps in meaningful pipeline discussions.
Vantage Point conducted research into the practices of high-performing sales teams over the past two years, and the results show a clear and strong correlation between team performance and pipeline examination. High-performing managers make dedicated time for in-depth opportunity discussions about early-stage deals. This is good news as it makes the pathway to improved sales quite straightforward: to elevate team performance, set aside time to have these conversations.
Vantage Point’s research into this area includes comprehensive responses from 512 sales managers across 12 industries and all geographic regions of the world. Our goal for this two-year project was to identify those specific management practices that led to a higher percentage of sales reps at or above quota. It was not enough for a manager to “make plan”; instead, we were looking for practices that led to higher participation across the entire sales team. We didn’t want general coaching insights; we wanted specific management practices by sales role … Read the rest