Category Archives: Sales Management

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 […]

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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 […]

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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 […]

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Entrepreneur Magazine Logo
August 14, 2017

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

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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 […]

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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)

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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 […]

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Sales Management Process:  The New Frontier in Sales Management Training (Part 1)
April 28, 2017

Sales Management Process: The New Frontier in Sales Management Training (Part 1)

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How L&D Can Positively Impact Sales Results
April 20, 2017

How L&D Can Positively Impact Sales Results

This post originally appeared here in the Training Industry blog. Where can L&D leaders make a huge impact on their company’s financial results? A survey Vantage Point Performance conducted with the Sales Management Association asked organizations to select the top sales management priority from a list of 17 topics. The winner? Coaching sales reps. Research […]

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How Do You Measure Sales Management?
March 18, 2017

How Do You Measure Sales Management?

This post originally appeared here in the ATD blog. In some ways, the sales force is the most measured function in any company. All salespeople have a number (a quota) assigned to them, and progress toward that number is tracked maniacally. However, anyone who has ever tried to measure the ability of a sales team […]

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