Archive

February 23, 2022 Adam Norton

The Sales Management Code Defined

Is there a decision-making framework that the highest performing sales managers employ? How do the highest performers prioritize their effort, allocate their coaching most effectively, and measure salesperson progress toward quota? Is there a sales management training program that teaches these vital skills? The answer to these questions is yes. There is a code that […]

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February 10, 2022 Adam Norton

3 Skills That Drive Successful Sales Management

We often get asked the question, “What are the most important skills I need to consider when training my sales managers?”. It is a very important question and one that requires a thoughtful, evidence-based response. So, what does the evidence say about the most important sales management skills? Can we really distill it down to […]

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August 26, 2021 Adam Norton

Are Your Superstar Sellers Disguising Bad Management?

Question: You have two sales managers, each with 10 reps on their team. Manager 1 achieves 100% of his goal every quarter while Manager 2 achieves just 75%. Which is the better manager? The obvious answer is Manager 1, right? And because it seems so obvious, most companies will end the inquiry there. If a […]

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August 19, 2021 Adam Norton

The Importance of Simplicity: What Einstein Can Teach Salespeople About Simplicity

  Albert Einstein, arguably one of the greatest minds of all time, had a lot to say about simplicity. At VantagePoint, we agree with him. One of his famous quotes puts everything into perspective: “if you can’t say it simply, you don’t understand it well enough.” Throughout our history, we’ve done extensive research that led […]

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August 12, 2021 Adam Norton

The Importance of Simplicity: How Top-Performing Sales Manager’s Laser Focus Drives Results

  All sales managers want to get it right. Just tell me the right way to manage and coach my salespeople and I’ll do it. Oh, how provocative is the fallacy of the one perfect approach. We want the magic pill, the final answer, the definitive solution. Everyone wants the secret sauce. Alas, it doesn’t […]

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August 5, 2021 Adam Norton

3 Signs That Your Forecasting Demands Hinder Sales Productivity

As a sales leader, you put the execution of your go-to-market strategy in the hands of your sales force. The larger your sales force, the more likely it is that you are out of touch with the day-to-day realities of the front line. The further you move from the action in the field, the more […]

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July 28, 2021 Adam Norton

World-Class Soccer Players Are Agile. So Are High-Performing Sellers

You are probably sick of sports analogies. We hear them all the time. They are old and tired. Except this one of course! I realize that Americans are crazy about football; however, the rest of the world views football as something very different. We call it soccer. Everyone else calls it football. This blog is […]

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July 22, 2021 Adam Norton

How Olympians Become Olympians and What This Means for Salespeople

Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]

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July 20, 2020 Adam Norton

Sales Strategy: How to Make Yours More Effective and Modern

[vc_row][vc_column][vc_column_text]There are plenty of strategy templates and articles out there sharing how to build a sales strategy. They are usually fairly basic and cover important (but not differentiated) topics such as objectives, hiring, compensation, sales activities and the like. These sales strategy documents are incredibly helpful to align your organization. But, here’s the problem: your […]

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June 11, 2020 Adam Norton

The State of Sales in 2020

[vc_row][vc_column][vc_column_text]LinkedIn recently released their 2020 State of Sales Report and it is a fantastic snapshot of how the world of sales is rapidly changing. It brings to light some things that had been transpiring but are accelerating and also new challenges that teams are facing. In a nutshell, we believe the report shows how old […]

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