This post originally appeared here in the Closers Coffee blog. As you know, there are many parallels between sales and sports. In both sales and sports, everyone is the member of a team, each member has a different role, and the entire team’s success depends on individuals giving their best. And, as with sports teams, […]
Explore moreIn the first blog of this series, we discussed the first 6 characteristics of superlative sales coaches. These were great communications skills, creation of a coaching culture, recruiting the right team members, investing in their new hires, motivation in good times and bad, and requiring accountability at all levels. In this follow up, we’ll look […]
Explore moreIn any sales manager training program, the opening moments of Day One typically include a welcoming speech by the second-line leader. Most leaders think carefully about what to say to motivate their management team to pay attention and absorb the training material, but the speech itself is not what matters. What matters most in training […]
Explore moreThis post originally appeared here in the Selling Power blog. One of the most important things separating great managers from their less-successful peers is how they choose to spend their time with the salespeople they manage. Sounds a little obvious, doesn’t it? But it’s not just time spent; it’s time spent engaged in meaningful pipeline […]
Explore moreVantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.