November 30, 2018 Michelle Vazzana

How High-Performing Sales Managers Crush Their Quota

This article originally appeared here in’s Quotable blog. Is the sky falling? You bet. And it is about to land on your head unless you figure out how to stop it. Why the dire projection? Data, lots of it. All pointing to the steady decline of salespeople hitting quota. In our global study of […]

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November 30, 2018 Adam Norton

“Agile” Is the New Buzzword. What Does it Mean for Sales Training and Coaching?

This article originally appeared here in the Training Industry blog. The Case for Sales Agility If you’ve spent much time around a sales force recently, you’ve probably heard a new buzzword: agile. Agile selling is a concept that says that salespeople need to adapt their sales approach to meet their customers’ needs. Those needs can […]

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November 20, 2018 Adam Norton

Video: How can you improve, focus and simplify your sales process?

Why is Vantage Point different than the competition? Why do our clients choose us? Vantage Point is the undisputed global leader in sales management training. We deploy research-based best practices that are proven to boost sales performance and predictably grow revenue. Enjoy this week’s Video of the Week from Vantage Point CEO and best-selling author […]

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November 14, 2018 Michelle Vazzana

Sales Coaching: Your Greatest Lever on Quota

This post is part one of a three-part series that originally appeared here in the Sales Management Association blog. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in […]

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November 12, 2018 Adam Norton

Video: What Are the Metrics that Indicate Pipeline Health?

How do you know if your pipeline is healthy?  Vantage Point research uncovered 3 key types of measurement to assess pipeline health.  Enjoy this video from Vantage Point’s Trish Derman as she discusses which metrics you should monitor to manage pipeline health.  

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November 12, 2018 Michelle Vazzana

Better Sales Management: The Current State of Sales Manager Training with 4 Lessons from Research

Organizations are rapidly coming to the same conclusion: sales managers are the key lever in driving improvement in sales. Whether a company targets higher market share, better account penetration, or some important outcome, sales managers are the principal mechanism for success. The key question is, “how do we best equip those all-important sales managers to […]

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November 9, 2018 Michelle Vazzana

High-performing Salespeople: Separating Madness, Myth, and Methodology

This article originally appeared here in the Selling Power blog. Every year, the Florida State University (FSU) Sales Institute conducts a benchmarking survey to identify top priorities for their consortium of sales leaders. In 2018, replicating the performance of high performers was the number one focus area. Why? Because, in a world where quota requirements are on […]

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November 2, 2018 Adam Norton

Video: How Does the Sales Management Code Create a Culture of Coaching?

Coaching is one of those things that gets a bad rap. VantagePoint is in the business of turning that bad rap into good revenue growth by helping managers fill in the details of what to coach, when to coach, and why. Enjoy this video from VantagePoint’s Trish Derman.  

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