How One Conversation Elevates Sales Results

Tuesday, July 5th, 2016 - Post by MichelleVazzana

where do i start?

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

Vantage Point Named Top 20 Sales Training Firm by Selling Power Magazine

Tuesday, June 7th, 2016 - Post by admin

Selling-Power-Top-20-Sales-Training-Logo Vantage Point has been included on the 2016 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the June issue of Selling Power magazine, which will be available to subscribers the first week of June.

According to Selling Power publisher and founder Gerhard Gschwandtner, sales training is a vital component of a high-performance sales organization. “Sales training is a competitive differentiator for top-performing sales teams,” says Gschwandtner. “Sales leaders should use this list of the Top 20 Sales Training Companies to see which companies are offering the best and most advanced offerings available on the market today.”

Each sales-training company featured on this year’s list offers sales organizations the following benefits.

* Provides a consultative experience.
* Quantifies results with metrics.
* Offers customization and post-training support.
* Has a documented track record of ROI and customer satisfaction.

Here are the four main criteria Selling Power considered when selecting the top sales-training companies.

1) Depth and breadth of training offered
2) Innovative offerings (specific training courses, methodology, or delivery methods)
3) Contributions to the sales-training market
4) Strength of client satisfaction

Selling Power editors … Read the rest

Activity-Based Sales and The New Sales Manager

Tuesday, May 10th, 2016 - Post by admin

iStock_000001211469_LargeGuest post by Urmas Purde, co-founder of Pipedrive.

I first became a sales manager at 21. I had a lot of energy — and no idea about what a manager’s priorities should be. I didn’t know what to focus on, so I tried to focus on almost everything. I never took the time to think about my new job or to understand what I was trying to do in that role. Thinking about my new job would have seemed like a waste of time; I had things to do! Well, I burned myself out. I failed miserably because I didn’t think my new duties through.

The moral of this story: New managers have to take some time at the beginning of their new jobs to understand their goals, their priorities and most importantly their actual role. If you were promoted from the sales team, it might be time to hand over your clients to a salesperson and focus on being a manager now. If you’ve been hired to manage an existing team, now is the time to get to know them and your new company.

For new managers, leading a team of reps can seem overwhelming and mystifying. It’s … Read the rest

The Current State of Sales Manager Training: 4 Lessons from New Research

Monday, May 2nd, 2016 - Post by MichelleVazzana

HiResOrganizations are rapidly coming to the same conclusion: sales managers are the key lever in driving improvement in sales. Whether a company targets higher market share, better account penetration, or some important outcome, sales managers are the principal mechanism for success. The key question is, “how do we best equip those all-important sales managers to get the job done?” Well, training is an important enabler to better sales management. In a recent research study examining the sales manager training of 213 firms, Vantage Point and the Sales Management Association shed light on the vital connection between better sales management and better sales results.

A Commitment to Training

First and foremost, organizations must be committed to training sales managers in order to drive better outcomes. In our study, a full 41% of participating companies did not have specific training initiatives aimed at the sales manager population. The companies with such initiatives in place—59%– outperformed the others, by 16%, in achieving their sales objectives. That’s a pretty startling difference. Let’s examine what those high achieving companies are doing and why it works.

What Companies Train

The type of training organizations provide to their sales managers matters. A lot. Unfortunately, about half of … Read the rest