February 15, 2016 Adam Norton

3 Critical Questions Every Sales Manager Must Answer

I have a quick question for you… How confident are you that you will hit your revenue target by the end of the year? 100%? 50%? 0%? When I ask this question of sales leaders, the answers I receive tend to fall somewhere in between 100% and 0%. Obviously, certain failure is not a common […]

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February 3, 2016 Adam Norton

6 Skills Necessary to Take Charge of Sales Forecasting Accuracy

This post originally appeared here in the Sales Management Association blog. How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. […]

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December 22, 2014 Adam Norton

Five Things We Learned Training in 15 Countries

Vantage Point has been delivering sales management training overseas right from its inception. These days, approximately 50% of our business comes from large corporate clients based overseas. Our U.S.-based staff and a growing cadre of international facilitators have recently presented programs in 7 languages, in 15 countries, in places as far afield as China, Australia […]

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December 16, 2014 Adam Norton

What is Coaching, Anyway?

We were recently presenting at an industry conference, and someone from the audience asked a simple but consequential question.  She said: “You know, we constantly tell our sales managers that we want them to coach their reps, but I’m not sure that the managers know what that means.  In your opinion, exactly what is ‘coaching?’ […]

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