October 31, 2018 Michelle Vazzana

Why Your Sales Managers Don’t Coach

Part 1 of a 3-part series. Sales coaching is a hot topic. In fact, recent research  Vantage Point conducted with the Sales Management Association indicates that sales coaching is the most important skill for sales manager training. In this first in a series of three blogs, we outline why sales managers don’t coach. In the […]

Explore more
October 22, 2018 Adam Norton

Video: What Are Some Surprising Findings from the Research In Your Book Crushing Quota?

We have conversations with clients often, and some of the things we share render them speechless. For instance, the best sales managers actually coach for fewer hours than their peers, but those hours are rich, meaningful, and help their team focus more effectively. Watch Vantage Point CEO Michelle Vazzana as she discusses insights from her […]

Explore more
October 11, 2018 Adam Norton

10 Things Great Sales Coaches Do – Part 3

In part one and part two of this series on sales coaching, we discussed the first 8 characteristics that make sales managers great sales coaches.  We’ll conclude here with an examination of why good coaches/managers continually teach, and how they teach their teams to be flexible and agile using the FUSE method. Characteristic # 9: […]

Explore more
October 4, 2018 Adam Norton

Video: What’s the Best Sales Methodology?

Vantage Point’s Video of the Week! Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company, Vantage Point. We get asked this all the time….What is the best sales methodology? Stop the one-size-fits-all approach. Our research shows that the best sellers are able […]

Explore more