Category Archives: Sales Management

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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Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals – Pt 4
June 6, 2018

Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals – Pt 4

This post originally appeared here on the Sales Management Association blog. Part Four of a Four Part Series This is the fourth and final installment in our series introducing research from our best-selling book Cracking the Sales Management Code. Previously we defined a framework for measuring and managing the sales force and revealed interconnections among the […]

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Sales Manager Training: Three Expert Perspectives – Part 1
June 4, 2018

Sales Manager Training: Three Expert Perspectives – Part 1

  Vantage Point has proclaimed for years 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 their experiences. Three sales leaders tell us why they chose to train their […]

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Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things
May 22, 2018

Sales Objectives and How to Achieve Them

This article originally appeared here in the Sales Management Association blog. Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales […]

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