Category Archives: Sales Management

Research Paper: The Significant Cost of an Underperforming Sales Manager
July 9, 2019

Research Paper: The Significant Cost of an Underperforming Sales Manager

When organizations experience a sales performance problem – and most do – they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem. This has been the common approach [...]

Read More
How To Get More Sellers To Quota? Coach To Activities!
March 25, 2019

How To Get More Sellers To Quota? Coach To Activities!

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 […]

Read More
Crush Sales Quota
March 6, 2019

SMA Webinar: How Top Performing Sales Managers Crush Their Quota’s

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 […]

Watch the Video
Operationalize Sales Enablement With 6 High-Impact Activities
January 23, 2019

Operationalize Sales Enablement With 6 High-Impact Activities

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 […]

Read More
Training Magazine Logo
January 11, 2019

Training Magazine Article: What Did We Learn From 25,000 Sales Managers

Read More
VantagePoint Video Sales Insights
January 8, 2019

Video: How is Training Sales Managers Different from Training Salespeople?

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.

Watch the Video
VantagePoint Video Sales Insights
December 28, 2018

Video: How is VantagePoint Different Than Our Competitors?

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.  

Watch the Video
LinkedIn Blog Article
December 26, 2018

LinkedIn Article: 22 Expert Sales Management Tips for 8 Make-or-Break Situations

Read More
December 6, 2018

Sales Enablement Confusion: How to Cut through the Noise

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 […]

Read More
LinkedIn Blog Article
December 4, 2018

LinkedIn Article: How to Get the Most Out of Time Spent Coaching Your Sales Team

Read More