Category Archives: Sales Coaching

Why Agile Sales?
December 5, 2019

MarketingProfs and VantagePoint Announce Exclusive Strategic Alliance with One Goal: To Help Sales and Marketing Work More Collaboratively

Current VantagePoint CEO Joe Terry to lead both organizations. NORTH PALM BEACH, FLA. (PRWEB) DECEMBER 05, 2019 Marketing training and events company MarketingProfs and sales training company VantagePoint Performance announce a strategic alliance to help marketing and sales professionals work more collaboratively. The two companies are teaming up under Joe Terry, who will act as CEO […]

Read More
Solving the Mystery of Successful Sales Enablement
October 31, 2019

Improving Frontline Sales Manager Effectiveness: Developing and Arming Managers for Seller Success

One main theme of the Gartner CSO & Sales Leader Conference was improving frontline sales manager effectiveness. A recent Gartner study showed that sales managers are the key to seller productivity, and development of frontline managers was the preferred driver for improving it by 33% of participants.  Gartner further identified the three areas where sales [...]

Read More
Research Paper: The Significant Cost of an Underperforming Sales Manager
July 9, 2019

Research Paper: The Significant Cost of an Underperforming Sales Manager

When organizations experience a sales performance problem – and most do – they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem. This has been the common approach [...]

Read More
How To Get More Sellers To Quota? Coach To Activities!
March 25, 2019

How To Get More Sellers To Quota? Coach To Activities!

This post originally appeared here on the McGraw Hill business blog. We know from our research that effective sales coaching involves three critical steps. The first step is to create clarity and tasks for your salespeople by making the link between sales results, sales objectives (or KPIs) and sales activities. The second important step is […]

Read More
Webinar: Building the Groundwork for Sales Coaching Greatness
March 8, 2019

Webinar: Building the Groundwork for Sales Coaching Greatness

This webinar based on our best-selling book Crushing Quota explores: Selecting what to coach Structuring coaching conversations Operationalizing coaching in your day-to-day job  

Watch the Video
Webinar: Activity Coaching - The Itty Bitty Nitty Gritty
March 8, 2019

Webinar: Activity Coaching – The Itty Bitty Nitty Gritty

This webinar, from our best-selling book Crushing Quota explores: Types of sales activities Territory coaching Account coaching Opportunity coaching Call coaching

Watch the Video
Operationalize Sales Enablement With 6 High-Impact Activities
January 23, 2019

Operationalize Sales Enablement With 6 High-Impact Activities

First published in Training Industry’s “Expert Opinions on Sales Enablement.” Sales enablement is a nebulous, often undefined term. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms. One example is Forrester’s definition: “a strategic, ongoing process that equips all client-facing employees with the ability […]

Read More
3 Easy Steps to Build a Sales Coaching Program
January 14, 2019

3 Easy Steps to Build a Sales Coaching Program

In our first blog in this 3-part series, we shared some of the many problems that can get in the way of good sales coaching. Do not despair: None of these problems is terminal…….There is hope! You can overcome them and predictably increase the number of salespeople in your organization that make quota. All you […]

Read More
Building the groundwork for sales coaching greatness
December 4, 2018

Building the Groundwork for Sales Coaching Greatness

This post is part two of a three-part series that originally appeared here in the Sales Management Association blog. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance […]

Read More
Sales Coaching: Your Greatest Lever on Quota
November 14, 2018

Sales Coaching: Your Greatest Lever on Quota

This post is part one of a three-part series that originally appeared here in the Sales Management Association blog. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in […]

Read More