The Sales Management Code Defined
Is there a decision-making framework that the highest performing sales managers employ? How do the highest performers prioritize their effort, allocate their coaching most effectively, and measure salesperson progress toward quota? Is there a sales management training program that teaches these vital skills? The answer to these questions is yes. There is a code that […]
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3 Skills That Drive Successful Sales Management
We often get asked the question, “What are the most important skills I need to consider when training my sales managers?”. It is a very important question and one that requires a thoughtful, evidence-based response. So, what does the evidence say about the most important sales management skills? Can we really distill it down to […]
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Sales Management Code™ Training Virtual Workshop
[vc_row][vc_column][vc_column_text] Sales Management Code™ Training Virtual Workshop – Tap into the Exponential Power of Your Sales Managers Where Virtual Event – You will need a computer with a camera and internet connection When Session 1: Monday, April 25, 11am – 1pm ET Session 2: Tuesday, April 26, 11am – 2pm ET Session 3: Wednesday, April […]
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Are Your Superstar Sellers Disguising Bad Management?
Question: You have two sales managers, each with 10 reps on their team. Manager 1 achieves 100% of his goal every quarter while Manager 2 achieves just 75%. Which is the better manager? The obvious answer is Manager 1, right? And because it seems so obvious, most companies will end the inquiry there. If a […]
Explore moreThe Importance of Simplicity: What Einstein Can Teach Salespeople About Simplicity
Albert Einstein, arguably one of the greatest minds of all time, had a lot to say about simplicity. At VantagePoint, we agree with him. One of his famous quotes puts everything into perspective: “if you can’t say it simply, you don’t understand it well enough.” Throughout our history, we’ve done extensive research that led […]
Explore moreThe Importance of Simplicity: How Top-Performing Sales Manager’s Laser Focus Drives Results
All sales managers want to get it right. Just tell me the right way to manage and coach my salespeople and I’ll do it. Oh, how provocative is the fallacy of the one perfect approach. We want the magic pill, the final answer, the definitive solution. Everyone wants the secret sauce. Alas, it doesn’t […]
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3 Signs That Your Forecasting Demands Hinder Sales Productivity
As a sales leader, you put the execution of your go-to-market strategy in the hands of your sales force. The larger your sales force, the more likely it is that you are out of touch with the day-to-day realities of the front line. The further you move from the action in the field, the more […]
Explore moreWorld-Class Soccer Players Are Agile. So Are High-Performing Sellers
You are probably sick of sports analogies. We hear them all the time. They are old and tired. Except this one of course! I realize that Americans are crazy about football; however, the rest of the world views football as something very different. We call it soccer. Everyone else calls it football. This blog is […]
Explore moreHow Olympians Become Olympians and What This Means for Salespeople
Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]
Explore moreThe Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?
In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]
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