Archive

January 10, 2018 Michelle Vazzana

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, […]

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November 15, 2017 Michelle Vazzana

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 […]

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October 9, 2017 Adam Norton

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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September 13, 2017 Michelle Vazzana

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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September 1, 2017 Adam Norton

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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June 28, 2017 Adam Norton

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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