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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How Sales Managers Are Trained to Coach (And Why It Isn’t Working)
How Sales Managers Are Trained to Coach (And Why It Isn’t Working) You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]
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5 Common Mistakes Sales Teams Make in the Early Stages of the Buying Journey
The early stages of the buying journey are vital to sales success. Read on to learn some common mistakes sales teams make at this stage and how you can avoid them. In our last article, we gave you an overview of the buying journey, the process by which organizations and decision-makers within them come to […]
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How to Navigate the Buying Journey
In today’s sales arena, buyers have more power than ever. The internet has opened up more options and research to buyers than they’ve ever had. This presents a unique and exciting challenge for sales forces. How do we make sales when we do not have the leverage we’ve traditionally had throughout the sales process? Traditionally, […]
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Opportunity Coaching: Making the Most of Your Pipeline Data
Opportunity coaching can have an outsized impact on your sales objectives. For one of our clients, improving their opportunity coaching meant a 54% improvement in revenue won, and a 71% improvement in the number of deals won, even 18 months after our training. So far in our series on how to get the most out […]
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What is Pipeline Coaching and Why Is It Important?
Effective discussions and coaching around sales pipelines can lead to 15% more relative revenue growth. By Michelle Vazzana Sales Pipelines are a big deal. We conducted research with the Sales Management Association (SMA) and when surveyed about how frequently sales teams expected to meet to discuss their pipelines, over 50% of sales managers answered at […]
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The Secret Behind the Highest Performing Sales Teams: The Three Levels of Sales Agility
What started as a research journey into high-performing sales teams led us to a surprising discovery. We reviewed the data we’d gathered on over 10,000 sellers and more than 1,600 sales managers, and what we found is that Sales Agility is a cornerstone characteristic of organizations that consistently hit their growth targets. So how did […]
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Organizational Agility: The Most Effective Way to Achieve More Sellers at Quota
Our research shows that sales managers who focus on Organizational Agility, and coach to activities, get 35% more of their sellers to quota. What is Organizational Agility? Organizational Agility is the ability to match the marketplace reality and sales execution to organizational goals and desired results. Organizations that have frameworks around linking market-facing sales activities […]
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Want to Grow Your Sales? Build A Strong Foundation
VantagePoint’s research shows that on average, sales training programs that focus on Foundational Agility see a 30% increase in average selling price. What is Foundational Agility? Foundational Agility is the ability to: Assess the buyer’s location within the buying journey Determine and plan the best course of action Execute that action effectively and use feedback […]
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One Bad Sales Manager Can Cost You $3.5 Million
Yes, your hunch is correct. The number one revenue killer for many sales organizations is bad sales management. A VantagePoint/Sales Management Association study of 518 sales managers in Fortune 500 sales forces showed that: • The top 25% of managers exceeded their team targets by an average of 15%. • The bottom 25% of managers […]
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