Category Archives: Sales Management
LinkedIn Article: 22 Expert Sales Management Tips for 8 Make-or-Break Situations
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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 MoreLinkedIn Article: How to Get the Most Out of Time Spent Coaching Your Sales Team
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How High-Performing Sales Managers Crush Their Quota
This article originally appeared here in Salesforce.com’s Quotable blog. Is the sky falling? You bet. And it is about to land on your head unless you figure out how to stop it. Why the dire projection? Data, lots of it. All pointing to the steady decline of salespeople hitting quota. In our global study of […]
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Better Sales Management: The Current State of Sales Manager Training with 4 Lessons from 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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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 Article: The Domino Effect of Investing in Sales Manager Training – Part 1
Read MoreVideo: 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
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: […]
Read MoreVideo: 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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