Category Archives: Sales Management
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 […]
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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 […]
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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.
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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.
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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 […]
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LinkedIn 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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