Category Archives: Sales Coaching
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 [...]
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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
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
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
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
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
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
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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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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Why Your Sales Managers Don’t Coach
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 the most important skill for sales manager training. In this first in a series of three blogs, we outline why sales managers don’t coach. In the […]
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