This post originally appeared here in the Selling Power blog. You’ve done everything right and still sales are lagging. You put in a new CRM system. You trained the sales team on the new selling process. You aligned the CRM system to support that process and you hired new superstar reps. Check, check, check. The […]
Explore moreThis post originally appeared here in the Training Industry blog. I’m frequently asked, “What exactly is coaching?” and, “Why should I care if I’m a sales manager?” Unfortunately, there is no consensus on a definition. But it behooves us to work our way towards one. If you’re a sales manager, particularly a new one, you […]
Explore moreThis post originally appeared here in the Selling Power blog. All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how […]
Explore moreWhat separates a great manager from a mediocre one? While there are lots of little actions that divide wheat from chaff, there is one activity that elevates a manager’s performance to the top tier: time spent with reps in meaningful pipeline discussions. Vantage Point conducted research into the practices of high-performing sales teams over the […]
Explore moreThis post originally appeared here in the Training Industry blog. It is common knowledge that front-line sales managers are the key to creating change in the behavior of salespeople. It makes perfect sense that changes in sales manager practices lead to desired changes in salesperson practices; however, there are other powerful forces at play which […]
Explore moreThis post originally appeared here in the Selling Power blog. Sales leaders across the globe are worried about sales execution. They are so worried that they are spending billions of dollars and countless hours formalizing the processes they want sellers to follow in order to take the guesswork out of field-level execution. It’s a smart […]
Explore moreThis post originally appeared here in the Training Industry blog. Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective. That’s a […]
Explore moreI have a quick question for you… How confident are you that you will hit your revenue target by the end of the year? 100%? 50%? 0%? When I ask this question of sales leaders, the answers I receive tend to fall somewhere in between 100% and 0%. Obviously, certain failure is not a common […]
Explore moreIf you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a […]
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