Archive

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 […]

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 […]

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 […]

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 2

In our last blog, Why You’d be Stupid Not to Invest in Your Sales Managers, we showed how investment in sales managers will yield seemingly incredible ROI.  And because you’re probably skeptical, we provided you with a formula to calculate this for your own company. In this follow-up piece, we’ll show you exactly what skills […]

Cracking The Sales Management Code: A Closer Look at Sales Activities

This post originally appeared here in the Sales Management Association blog. Part Two of a Four Part Series In this series of blogs, we introduce research findings from our best-selling book, Cracking the Sales Management Code. In the first blog, we revealed that there are three levels of sales force metrics, as judged by their ‘manageability’: Business Results like […]

Top Sales World Article: The Business Case for Better Sales Coaching

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 1

First things first If you’re like most sales leaders today, you’ve done all you can do with the typical performance improvement strategies such as sales rep training, formal sales processes, and cloud-based CRM. And if you’re like most sales leaders, those investments are yielding slimmer and slimmer benefit. But, what have you done for your […]

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

This is Part One of a Four Part Series that originally appeared here in the Sales Management Association blog. We’re delighted to write a four-part blog series to introduce the research findings from our best-selling book, Cracking the Sales Management Code. Ground-breaking research and insights from the book have transformed sales management thinking within global companies […]

Sales Education Foundation Annual Magazine 2018, Spotlight on Research Pg 30-31

The Real Scoop on the Best Sales Methodology

This post originally appeared here on the Selling Power blog. Here, at Florida State University’s Sales Institute, we are often asked for our perspective on the best sales methodology for a particular company. Given the high stakes of this decision, it is no surprise that sales leaders want input from experts. Choose the right methodology […]