Category Archives: Sales Management

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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In this webinar from the Sales Management Association, Michelle Vazzana, PhD shares the research from VantagePoint’s best-selling book Crushing Quota. In this webinar you will learn: Some shocking trends and the reasons behind them Lessons from other industries Mistakes sales keeps making What happens when you get this right.     To learn more about […]

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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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VantagePoint is not the normal one-size-fits-all company. How do we handle training different people in sales roles? Find out in this week’s Video of the Week from Vantage Point’s Trish Derman.

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Our coaching approach helps managers do 3 critical things….what are they? Enjoy this week’s Video of the Week from VantagePoint’s Michelle Vazzana.  

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Sales enablement is growing rapidly as a discipline, and so is the number of solution providers. How is a sales enablement professional supposed to make informed choices? Where does one look to find answers? Those are important questions – and, yet, there is a question that must be answered before any meaningful improvement effort can […]

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This article originally appeared here in Salesforce.com’s Quotable blog. Is the sky falling? You bet. And it is about to land on your head unless you figure out how to stop it. Why the dire projection? Data, lots of it. All pointing to the steady decline of salespeople hitting quota. In our global study of […]

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