Category Archives: Sales Management

The Current State of Sales Manager Training: 4 Lessons from New Research
November 12, 2018

The Current State of Sales Manager Training: 4 Lessons from New Research

Organizations are rapidly coming to the same conclusion: sales managers are the key lever in driving improvement in sales. Whether a company targets higher market share, better account penetration, or some important outcome, sales managers are the principal mechanism for success. The key question is, “how do we best equip those all-important sales managers to […]

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VantagePoint Video Sales Insights
November 2, 2018

Video: How Does the Sales Management Code Create a Culture of Coaching?

Coaching is one of those things that gets a bad rap. VantagePoint is in the business of turning that bad rap into good revenue growth by helping managers fill in the details of what to coach, when to coach, and why. Enjoy this video from VantagePoint’s Trish Derman.  

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Training Magazine Logo
October 30, 2018

Training Magazine Article: The Domino Effect of Investing in Sales Manager Training – Part 1

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VantagePoint Video Sales Insights
October 22, 2018

Video: What Are Some Surprising Findings from the Research In Your Book Crushing Quota?

We have conversations with clients often, and some of the things we share render them speechless. For instance, the best sales managers actually coach for fewer hours than their peers, but those hours are rich, meaningful, and help their team focus more effectively. Watch Vantage Point CEO Michelle Vazzana as she discusses insights from her […]

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10 Things Great Sales Coaches Do - Part 3
October 11, 2018

10 Things Great Sales Coaches Do – Part 3

In part one and part two of this series on sales coaching, we discussed the first 8 characteristics that make sales managers great sales coaches.  We’ll conclude here with an examination of why good coaches/managers continually teach, and how they teach their teams to be flexible and agile using the FUSE method. Characteristic # 9: […]

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VantagePoint Video Sales Insights
October 4, 2018

Video: What’s the Best Sales Methodology?

Vantage Point’s Video of the Week! Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company, Vantage Point. We get asked this all the time….What is the best sales methodology? Stop the one-size-fits-all approach. Our research shows that the best sellers are able […]

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VantagePoint Video Sales Insights
September 28, 2018

Video: Global Training: Challenges and Solutions

Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company, Vantage Point. How do we train globally? Global training is complicated with cultural differences, language issues and much more. Vantage Point has delivered training programs in over 15 countries, so we know what […]

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VantagePoint Video Sales Insights
September 21, 2018

Video: How Are Companies Mishandling Their Sales Managers?

Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company in the US. When organizations want to improve productivity they typically ask sales managers to do more…as if managers are not already over-burdened. The most successful sales managers don’t coach more, they just […]

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VantagePoint Video Sales Insights
September 13, 2018

Video: Why Do Clients Choose Vantage Point Over The Competition?

Are you looking for sales training or sales manager training? Trying to evaluate your options? Choose the most innovative sales training company in the US. There are several reasons why clients choose Vantage Point. The three top reasons are: Research, Reputation and Results. Our training is backed by research, we own the space in training, […]

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10 Things Great Sales Coaches Do - Part 3
August 20, 2018

10 Things Great Sales Coaches Do – Part 2

In the first blog of this series, we discussed the first 6 characteristics of superlative sales coaches. These were great communications skills, creation of a coaching culture, recruiting the right team members, investing in their new hires, motivation in good times and bad, and requiring accountability at all levels. In this follow up, we’ll look […]

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