Archive

January 23, 2017 Adam Norton

The Powerful Sales Metric No One Is Measuring

This post first appeared here in the Selling Power blog. As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the […]

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October 18, 2016 Adam Norton

How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom When Training Sales Managers

As a learning professional charged with training sales managers, your mission is to deliver great training and then show the ROI of that training to the C-suite. But let’s face it: sometimes that’s a tall order. Depending on the type of training you choose, it can be difficult to cleanly connect the dots from your […]

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September 29, 2016 Adam Norton

Understanding (and Overcoming) the Fatal Flaw of Sales Management

Sales, like other functions, is managed by metrics, and sales ops leaders work hard to design dashboards so that everyone, from the sales leader to the individual seller, understands how they are performing relative to their goals. However, when leaders become overly focused on these reports and the metrics contained within them, they can get […]

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September 7, 2016 Adam Norton

How to Recognize and Improve Your Sales Management Style

This post originally appeared here in the Selling Power blog. You’ve done everything right and still sales are lagging. You put in a new CRM system. You trained the sales team on the new selling process. You aligned the CRM system to support that process and you hired new superstar reps. Check, check, check. The […]

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June 7, 2016 Adam Norton

Vantage Point Named Top 20 Sales Training Firm by Selling Power Magazine

Vantage Point has been included on the 2016 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 of June. According to Selling Power […]

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