This post originally appeared here in the Selling Power blog. One of the most important things separating great managers from their less-successful peers is how they choose to spend their time with the salespeople they manage. Sounds a little obvious, doesn’t it? But it’s not just time spent; it’s time spent engaged in meaningful pipeline […]
Explore moreSales coaching is both an art and a science. Salespeople need sales managers to motivate them, develop their strengths, overcome their weaknesses, and guide them to victories that will define their careers. No matter how clever the sales strategies, they are only as good as the people assigned to execute them. In this three-post […]
Explore moreThis article originally appeared here on the Sales Hacker blog. If you’re like most sales managers, you recognize the value of sales coaching. Rather than draw a pretty picture of the ideal coaching interaction, I thought it might be interesting to instead give you examples of what bad sales coaching looks like. When we observe the […]
Explore moreSales coaching is a topic close to the heart of sales leaders, sales reps, and sales and development departments. Any webcast we conduct or paper we write on the subject yields a great deal of traffic. Consequently, we spend a lot of time thinking about the problems with popular sales coaching models and why they […]
Explore moreThis 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 […]
Explore moreThis 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, […]
Explore moreVantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.