September 1, 2017 Adam Norton

Is Your Real Problem with Your Forecasts or Your Sales Team?

This post originally appeared here in the blog Quotable. Sales forecasting is a hot topic. From allocating company resources to communicating expectations to investors, sales forecasts play a key role in maintaining a healthy enterprise. Over the past two years, in conversations with senior sales executives, most have expressed anxiety over their team’s ability […]

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July 19, 2017 Adam Norton

Sales Ops: Treat Sales Managers as Customers to Drive CRM Usage

In the 1980s, there was a popular cartoon depicting a knight charging into battle. Under a hail of arrows, he ignores a waiting salesperson with a dismissive cry: “I have no time for salesmen! Can’t you see I’ve got a battle to fight?” The rejected seller’s offer: a machine gun. Sellers have long appreciated the […]

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June 28, 2017 Adam Norton

3 Sales Management Training Myths to Avoid

This post originally appeared here in the Training Industry blog. Every day, sales organizations fall victim to the same three sales training myths. These myths not only cost organizations time and money, but they also impede sales manager effectiveness. Do you need to exorcise any of the following myths from your thinking? Myth 1: Effective […]

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May 24, 2017 Adam Norton

Vantage Point is on Selling Power 2017 Top 20 Sales Training Companies List

Vantage Point is pleased to announce that it has been included on the 2017 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams. The list appears in the June issue of Selling Power magazine, which will be available to subscribers the first week […]

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March 24, 2017 Adam Norton

The 3 Metrics that Reveal a Healthy Sales Pipeline

What’s your answer to the following question: How healthy is your sales pipeline right now? I bet I know the question you actually answered… How big is my sales pipeline right now? It’s a classic reaction to think first about the size of your sales pipeline – a reaction that is predicated on the belief […]

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March 18, 2017 Adam Norton

How Do You Measure Sales Management?

This post originally appeared here in the ATD blog. In some ways, the sales force is the most measured function in any company. All salespeople have a number (a quota) assigned to them, and progress toward that number is tracked maniacally. However, anyone who has ever tried to measure the ability of a sales team […]

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March 14, 2017 Adam Norton

Vantage Point on Training Industry 2017 Sales Training Company Watch List

We’re thrilled to announce that Vantage Point was just chosen by Training Industry for their 2017 Sales Training Company Watch List. The Watch List is comprised of innovative sales training companies that focus on specific markets, offer targeted service offerings, or have launched new products. Vantage Point is the global sales leader in training one […]

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March 12, 2017 Adam Norton

Building an Agile Sales Organization

Presentation by Vantage Point’s Michelle Vazzana and Florida State University’s Dr. Leff Bonny at the 2017 Sales Management Association Sales Force Productivity Conference

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March 10, 2017 Adam Norton

Sales Leaders, What’s Really Keeping You from Realizing Your Full Sales Revenue Potential?

This post originally appeared here on the Selling Power blog. When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out there. A top producer left the company. A competitor rolled out a lower-cost solution. While things like […]

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