September 29, 2016 Adam Norton

Understanding (and Overcoming) the Fatal Flaw of Sales Management

Sales, like other functions, is managed by metrics, and sales ops leaders work hard to design dashboards so that everyone, from the sales leader to the individual seller, understands how they are performing relative to their goals. However, when leaders become overly focused on these reports and the metrics contained within them, they can get […]

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September 7, 2016 Adam Norton

How to Recognize and Improve Your Sales Management Style

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 […]

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August 26, 2016 Michelle Vazzana

What Kind of Training do Sales Managers Really Need?

This 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 […]

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July 7, 2016 Michelle Vazzana

Why Your New Sales Technology Tools Won’t Solve Your Sales Problem

This 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 […]

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July 5, 2016 Michelle Vazzana

How One Conversation Elevates Sales Results

What 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 […]

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June 2, 2016 Michelle Vazzana

The Role of Sales Leadership in Driving Change on the Front Line

This 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 […]

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March 9, 2016 Michelle Vazzana

Sales Management Process – The Key to Effective Execution

This 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 […]

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February 23, 2016 Michelle Vazzana

The Anatomy of an Effecive Sales Coaching Conversation

This 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 […]

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February 15, 2016 Adam Norton

3 Critical Questions Every Sales Manager Must Answer

I 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 […]

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February 3, 2016 Michelle Vazzana

Connecting the Dots: Sales Coaching Leads to Quota

If 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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