Proven Ways to Grow Revenue with Pipeline Management

Monday, August 29th, 2016 - Post by JasonJordan


Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I don’t think it is–do you know how many sales leaders struggle to manage their pipelines? An overwhelming majority, apparently.

In recent research we conducted with the Sales Management Association, 56% of executives confessed that their organizations were ineffective at managing their sales pipelines. Their companies waste a lot of time staring at pipeline reports, but this effort yields no increase in sales performance.

Not good news… Fortunately, you don’t have to do a lot of head scratching to improve the effectiveness of your sales force’s pipeline management because our research also revealed insights that provide a solid framework for just that.

1. Sales Processes
We discovered that the most effective pipeline management occurred in sales forces that invested the time to define credible standardized sales processes. More specifically, they had sales processes with clearly defined stages that were universally understood by all their salespeople. There was no guesswork as to which stage a particular deal belonged, and everyone felt confident about the data in the CRM tool. … Read the rest

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