Late last year, Gartner shared that a top priority for companies in 2020 was sales manager effectiveness. This year, world events like COVID-19 and economic pressures are making many companies re-think their travel policies in the interest of employee safety, yet companies still need to move forward and achieve their revenue goals.
For the past year, VantagePoint has partnered with a platform that allows us to deliver the Sales Management Code workshop to you as a Virtual Instructor-led training course. Your team gets the same great content and instructors without having to leave their home office. While we believe that in-person workshops are the best way to get a full, in-depth learning experience, we want to support our customers with alternatives that fit their needs while keeping them safe and on track for meeting their goals.
Tap Into the Exponential Power of Your Front-line Sales Managers with Training
When sales teams aren’t delivering the expected results, sales leaders usually turn their attention to sellers. Do they need more training? New technology? A better methodology? The questions feel logical; after all, if there’s a problem with sales performance, it seems to make sense that the source of that problem lies with the people who sell, or with the tools and processes that support them. Unfortunately, the long-term impact of any initiative aimed at salespeople is either supported or tanked by the behavior of your front-line sales managers.
A growing body of research supports the dramatic impact of the front-line sales manager on sales team performance.
As it turns out, this long-neglected layer of the sales organization has a more powerful impact on sales results than any other role and is the key to driving improved performance in your sales teams. Simply put: great managers produce great results; underperforming managers produce poor results.
Unfortunately, most managers are having a negative impact on team performance. VantagePoint’s comprehensive study of sales management practices made some startling discoveries: