What Can We Expect of Sales Agility in 2023 and 2022 Recap
Well, here we are at the end of 2022 and wow! What an interesting year in the sales training industry! Or better stated ‘What aninteresting several years in the sales training industry…?’ We find ourselves in late March 2020 in a global lockdown over the Covid-19 pandemic, an experience those alive today have never encountered. […]
Explore morePost Covid Reflections – Michelle’s Personal take on Gratitude
As I post this blog, I realize I am taking a risk. I’m choosing to share brutal personal details of my experience over the past three years. Please don’t mistake this for a “VantagePoint” blog. It isn’t. This is raw, unedited me. I hope it resonates with those of you who take the time to […]
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How Sales Managers Are Trained to Coach (And Why It Isn’t Working)
How Sales Managers Are Trained to Coach (And Why It Isn’t Working) You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]
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Situational Agility: The Key to Unlocking Seller Success
VantagePoint has studied thousands of sales situations across dozens of industries and the research is clear: when sales teams exhibit Situational Agility they see an average of 20% more revenue per seller. What is Situational Agility? First things first: if you haven’t read our article on Foundational Agility, go read it here. Your Sales Team […]
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5 Common Mistakes Sales Teams Make in the Early Stages of the Buying Journey
The early stages of the buying journey are vital to sales success. Read on to learn some common mistakes sales teams make at this stage and how you can avoid them. In our last article, we gave you an overview of the buying journey, the process by which organizations and decision-makers within them come to […]
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How to Navigate the Buying Journey
In today’s sales arena, buyers have more power than ever. The internet has opened up more options and research to buyers than they’ve ever had. This presents a unique and exciting challenge for sales forces. How do we make sales when we do not have the leverage we’ve traditionally had throughout the sales process? Traditionally, […]
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Opportunity Coaching: Making the Most of Your Pipeline Data
Opportunity coaching can have an outsized impact on your sales objectives. For one of our clients, improving their opportunity coaching meant a 54% improvement in revenue won, and a 71% improvement in the number of deals won, even 18 months after our training. So far in our series on how to get the most out […]
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What is Pipeline Coaching and Why Is It Important?
Effective discussions and coaching around sales pipelines can lead to 15% more relative revenue growth. By Michelle Vazzana Sales Pipelines are a big deal. We conducted research with the Sales Management Association (SMA) and when surveyed about how frequently sales teams expected to meet to discuss their pipelines, over 50% of sales managers answered at […]
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The Secret Behind the Highest Performing Sales Teams: The Three Levels of Sales Agility
What started as a research journey into high-performing sales teams led us to a surprising discovery. We reviewed the data we’d gathered on over 10,000 sellers and more than 1,600 sales managers, and what we found is that Sales Agility is a cornerstone characteristic of organizations that consistently hit their growth targets. So how did […]
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Organizational Agility: The Most Effective Way to Achieve More Sellers at Quota
Our research shows that sales managers who focus on Organizational Agility, and coach to activities, get 35% more of their sellers to quota. What is Organizational Agility? Organizational Agility is the ability to match the marketplace reality and sales execution to organizational goals and desired results. Organizations that have frameworks around linking market-facing sales activities […]
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