Category Archives: Sales Management

2 Enemies of Improved Sales Management: Inertia and Gravity
January 10, 2018

2 Enemies of Improved Sales Management: Inertia and Gravity

This post originally appeared here int he Sales and Marketing Management blog. Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they’re also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, […]

Read More
Top Sales World
January 9, 2018

Top Sales World Article: Research Reveals Why Your Best Sellers Ignore Your Sales Process

Read More
Chaos Theory (Part 2): Re-Framing the Struggle of New Sales Managers
November 15, 2017

Chaos Theory (Part 2): Re-Framing the Struggle of New Sales Managers

This post originally appeared here in the Selling Power blog. Last month I wrote about some of the chaos and pressures new sales managers face. In this follow-up, I’ll examine a few small, high-impact changes that can help new managers succeed in their role. Small changes make a big difference. In my previous post, I raised […]

Read More
Who Wants Realistic Sales Objectives?  Your Salespeople Do
October 9, 2017

Who Wants Realistic Sales Objectives? Your Salespeople Do

At a recent engagement with a major US company, a senior sales leader posed a question we hear a great deal: How many sales objectives should my sales reps have? It’s an interesting and important question, so I’m going to explore it here. One of the basic beliefs we hold dear at Vantage Point is […]

Read More
Chaos Theory: Re-Framing the Struggle of New Sales Managers
September 13, 2017

Chaos Theory: Re-Framing the Struggle of New Sales Managers

This post originally appeared here in the Selling Power blog. When a top sales rep is promoted to sales manager, there is usually a honeymoon period during which the new manager’s enthusiasm keeps him or her afloat through the seemingly endless waves of new demands and pressures. But then…there is the onslaught of emails, reports […]

Read More
Is Your Real Problem with Your Forecasts or Your Sales Team?
September 1, 2017

Is Your Real Problem with Your Forecasts or Your Sales Team?

This post originally appeared here in the salesforce.com blog Quotable. Sales forecasting is a hot topic. From allocating company resources to communicating expectations to investors, sales forecasts play a key role in maintaining a healthy enterprise. Over the past two years, in conversations with senior sales executives, most have expressed anxiety over their team’s ability […]

Read More
Entrepreneur Magazine Logo
August 14, 2017

Entrepreneur Article: Seriously, Here Is an Investment in Your Sales Team With 30,000 Percent ROI.

Read More
3 Sales Management Training Myths to Avoid
June 28, 2017

3 Sales Management Training Myths to Avoid

This post originally appeared here in the Training Industry blog. Every day, sales organizations fall victim to the same three sales training myths. These myths not only cost organizations time and money, but they also impede sales manager effectiveness. Do you need to exorcise any of the following myths from your thinking? Myth 1: Effective […]

Read More
Sales Management Process: The New Frontier in Sales Management (Part 2)
May 9, 2017

Sales Management Process: The New Frontier in Sales Management (Part 2)

Read More
The Big Sales Surprise of 2016 – 4 Killer Sales Management Training Topics (Part 2)
May 9, 2017

The Big Sales Surprise of 2016 – 4 Killer Sales Management Training Topics (Part 2)

This post originally appeared here in the salesforce.com blog. In my previous post, I discussed how sales training is at last shifting from sales reps to a role with far greater impact—sales managers. This is good news as elevating sales manager performance has a direct impact on the bottom line. The top quartile of sales managers […]

Read More