July 5, 2016 Michelle Vazzana

How One Conversation Elevates Sales Results

What separates a great manager from a mediocre one? While there are lots of little actions that divide wheat from chaff, there is one activity that elevates a manager’s performance to the top tier: time spent with reps in meaningful pipeline discussions. Vantage Point conducted research into the practices of high-performing sales teams over the […]

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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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