Category Archives: Pipeline Management / Forecasting

VantagePoint Video Sales Insights
December 28, 2018

Video: How is VantagePoint Different Than Our Competitors?

Our coaching approach helps managers do 3 critical things….what are they? Enjoy this week’s Video of the Week from VantagePoint’s Michelle Vazzana.  

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VantagePoint Video Sales Insights
November 12, 2018

Video: What Are the Metrics that Indicate Pipeline Health?

How do you know if your pipeline is healthy?  Vantage Point research uncovered 3 key types of measurement to assess pipeline health.  Enjoy this video from Vantage Point’s Trish Derman as she discusses which metrics you should monitor to manage pipeline health.  

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VantagePoint Video Sales Insights
September 21, 2018

Video: How Are Companies Mishandling Their Sales Managers?

Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company in the US. When organizations want to improve productivity they typically ask sales managers to do more…as if managers are not already over-burdened. The most successful sales managers don’t coach more, they just […]

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Should I Stay or Should I Go? A Sales Leader's Dilemma
August 17, 2018

Should I Stay or Should I Go? A Sales Leader’s Dilemma

In any sales manager training program, the opening moments of Day One typically include a welcoming speech by the second-line leader. Most leaders think carefully about what to say to motivate their management team to pay attention and absorb the training material, but the speech itself is not what matters. What matters most in training […]

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How Sales Pipeline Coaching Leads to Quota Achievement
August 13, 2018

How Sales Pipeline Coaching Leads to Quota Achievement

This post originally appeared here in the Selling Power blog. One of the most important things separating great managers from their less-successful peers is how they choose to spend their time with the salespeople they manage. Sounds a little obvious, doesn’t it? But it’s not just time spent; it’s time spent engaged in meaningful pipeline […]

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Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things
May 22, 2018

Sales Objectives and How to Achieve Them

This article originally appeared here in the Sales Management Association blog. Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales […]

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12 Reasons Your Sales Force Will Fail to Make Quota
April 9, 2018

12 Reasons Your Sales Force Will Fail to Make Quota

This post originally appeared here on the Selling Power blog. 2018 is well under way, and sales teams are working to ensure a successful year. Sales leaders have prepared their teams to reach this year’s goals, and the emphasis now is on successful execution. Even if you’ve hired and retained the best people, you may […]

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2 Enemies of Improved Sales Management: Inertia and Gravity
January 10, 2018

2 Enemies of Improved Sales Management: Inertia and Gravity

This post originally appeared here int he Sales and Marketing Management blog. Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they’re also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, […]

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Top Sales World
November 7, 2017

Top Sales World Article: For a Quick Path to Quota, Inject Some Coaching into Your Pipeline Reviews

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Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things
October 19, 2017

Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things

This article originally appeared here in the salesforce.com blog Quotable. Pipeline management and forecasting are both important to a sales force. Consequently, companies invest heavily in specialized technology and tools just to manage these two activities. However, the true magnitude of the investment is only known when the time and energy expended by the sales […]

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