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January 30, 2017 Michelle Vazzana

3 Reasons Sales Managers Fail to Coach

When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend. Coaching is one of the most important activities—if not the most […]

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January 23, 2017 VantagePoint Performance

The Powerful Sales Metric No One Is Measuring

This post first appeared here in the Selling Power blog. As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the […]

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