Research Reports

Vantage Point Performance believes that all interventions should be based on a solid set of facts - not anecdotal observations or clever concepts.  The most powerful insights come from findings that are unexpected and often counter to traditional thinking.  Our services are based on the leading-edge thinking of our own researchers, as well as the findings of partners with whom we have mutual trust.  Explore some of this ground-breaking research below.

World-Class Sales Metrics

Vantage Point's recent research reveals that >70% of the metrics sales leaders are using to manage their organizations are of little or no use in actually affecting change.   Learn which metrics are red herrings and which will truly enable you to boost your sales as we unveil our findings, what they mean for your own sales force, and how to rapidly implement the change.

Download an Executive Summary (PDF)

Read a Series of Articles Based on this Research

Purchase the Full Report
Sales Management Best Practices

Vantage Point vice president Jason Jordan collaborated with leading talent management firm HR Chally to benchmark the best practices of America's top 4 sales forces... as identified by their customers.  Learn what innovative sales leaders are doing that set them apart in the eyes of the marketplace.

Download an Overview (PDF)

View a Speech Excerpt (~7 minutes)


The Role of a Winning Sales Manager

A team of university researchers interviewed salespeople and sales managers across a variety of industries to understand what behaviors and capabilities made the best sales managers.  Learn how salespeople's and sales managers' opinions differed and what characteristics predicted success in the critical sales manager role.

Read a Summary of this Research