Category Archives: Sales Coaching

3 Keys to Effective Sales Coaching
February 8, 2018

3 Keys to Effective Sales Coaching

This article originally appeared here in the ATD blog. Truly effective sales coaching must align with the real-world priorities of your sales managers. So, what is the top priority for sales managers? Hitting their sales targets, of course! How do you ensure that the coaching training you provide your sales managers aligns with what matters […]

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Get out of the field and into coaching
December 4, 2017

Get Out of the Field and Get Into Coaching

This post originally appeared here on the Training Industry blog. Most sales managers understand that the most important and effective activity they can do to improve performance is coach their sales reps. But many will also admit they don’t have enough time to coach as much or as often as they know they should. So, […]

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How L&D Can Positively Impact Sales Results
April 20, 2017

How L&D Can Positively Impact Sales Results

This post originally appeared here in the Training Industry blog. Where can L&D leaders make a huge impact on their company’s financial results? A survey Vantage Point Performance conducted with the Sales Management Association asked organizations to select the top sales management priority from a list of 17 topics. The winner? Coaching sales reps. Research […]

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2017 Sales Quotas – How to Have One Heck of a Year!
February 14, 2017

2017 Sales Quotas – How to Have One Heck of a Year!

As a sales leader, you naturally want to get the most out of 2017 and have a good year. If you’re unsure of your path to action, I’d like offer you a chance to do something radically different in 2017, by suggesting you follow these steps. First, identify company strategies currently yielding only marginal improvements, […]

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3 Reasons Sales Managers Fail to Coach
January 30, 2017

3 Reasons Sales Managers Fail to Coach

When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend. Coaching is one of the most important activities—if not the most […]

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What Kind of Training do Sales Managers Really Need?
August 26, 2016

What Kind of Training do Sales Managers Really Need?

This post originally appeared here in the Training Industry blog. I’m frequently asked, “What exactly is coaching?” and, “Why should I care if I’m a sales manager?”  Unfortunately, there is no consensus on a definition. But it behooves us to work our way towards one. If you’re a sales manager, particularly a new one, you […]

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Why Your New Sales Technology Tools Won’t Solve Your Sales Problem
July 7, 2016

Why Your New Sales Technology Tools Won’t Solve Your Sales Problem

This post originally appeared here in the Selling Power blog. All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how […]

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How One Conversation Elevates Sales Results
July 5, 2016

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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The Role of Sales Leadership in Driving Change on the Front Line
June 2, 2016

The Role of Sales Leadership in Driving Change on the Front Line

This post originally appeared here in the Training Industry blog. It is common knowledge that front-line sales managers are the key to creating change in the behavior of sales people. It makes perfect sense that changes in sales manager practices lead to desired changes in salesperson practices; however, there are other powerful forces at play […]

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The Anatomy of an Effecive Sales Coaching Conversation
February 23, 2016

The Anatomy of an Effecive Sales Coaching Conversation

This post originally appeared here in the Training Industry blog. Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective. That’s a […]

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