Category Archives: Sales Management

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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Should I Stay or Should I Go? A Sales Leader's Dilemma
August 17, 2018

Should I Stay or Should I Go? A Sales Leader’s Dilemma

In any sales manager training program, the opening moments of Day One typically include a welcoming speech by the second-line leader. Most leaders think carefully about what to say to motivate their management team to pay attention and absorb the training material, but the speech itself is not what matters. What matters most in training […]

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Top Sales World
August 7, 2018

Top Sales World Article: The Dirty Secret About Women in Sales

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Solving the Mystery of Successful Sales Enablement
July 11, 2018

Solving the Mystery of Successful Sales Enablement

This post originally appeared here in Salesforce.com’s blog Quotable. There’s no question about it: Sales enablement is a difficult task that is compounded by an enormous amount of confusion. To clear the smoke and bring some much-needed clarity to this function, it’s important to take a look at what sales enablement actually is and how […]

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How Do I Know If My Sales Management Team Is Any Good?
July 1, 2018

How Do I Know If My Sales Management Team Is Any Good?

A question we frequently hear at Vantage Point is: How do I know if my sales management team is effective in its role? Sales executives know their managers are the lynchpin of sales team performance, but few have any meaningful criteria for understanding whether their managers are having a positive impact. In nearly every company […]

Sales Manager Training: Three Expert Opinions, Part 3
June 28, 2018

Sales Manager Training: Three Expert Opinions, Part 3

Loren Waldo Senior Manager, Sales Development Gulfstream This is the third and final post in a three-part series where we state our case for focused sales management training. While it’s one thing for us to say it, it’s another for sales executives from major global companies to provide the proof! Three sales leaders have shared their […]

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Sales Manager Training: Three Expert Perspectives – Part 2
June 14, 2018

Sales Manager Training: Three Expert Perspectives – Part 2

Richard Bledsoe Vice President, Sales  Johnson Controls As we mentioned in our first post in this three-part series, Vantage Point believes that sales management training has a far greater impact than sales rep training. While it’s one thing for us to make that case – it’s another for sales executives from major global companies to share [...]

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Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?
June 14, 2018

Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?

This post originally appeared here in the salesforce.com blog. Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about.  Communications will be streamlined, and directions will be […]

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