Category Archives: Sales Coaching

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 […]

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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  

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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

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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 […]

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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 […]

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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 […]

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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 […]

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VantagePoint Video Sales Insights
November 2, 2018

Video: How Does the Sales Management Code Create a Culture of Coaching?

Coaching is one of those things that gets a bad rap. VantagePoint is in the business of turning that bad rap into good revenue growth by helping managers fill in the details of what to coach, when to coach, and why. Enjoy this video from VantagePoint’s Trish Derman.  

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The Future of Sales Coaching - Part 1
October 31, 2018

The Future of Sales Coaching – Part 1

Part 1 of a 3-part series. Sales coaching is a hot topic. In fact, recent research  Vantage Point conducted with the Sales Management Association indicates that sales coaching is perceived to be the most important competency for sales manager training. In this first in a series of three blogs, we outline some of the primary […]

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Training Magazine Logo
October 30, 2018

Training Magazine Article: The Domino Effect of Investing in Sales Manager Training – Part 1

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