You might know that for the past decade Vantage Point has been squarely focused on developing the abilities of sales leadership. More specifically, all of our research, writing, training, and consulting has been focused on unleashing the substantial value hidden in the most neglected role in every sales force – the frontline sales manager.
But recently we have begun to explore the untapped opportunity in the least neglected role of all time – the frontline salesperson. For 150 years, nearly every company has invested all resources available to train, enable, and motivate its salespeople, all in hopes of realizing a meaningful return on that investment. And yet…
Research shows a depressing downward trend in salesperson performance. Our most recent study reveals that only 52% of business-to-business sellers are achieving their quotas. Despite the latest methodologies and newest technologies, companies are still suffering anemic returns on their precious investments.
We believe that sales forces are at a major inflexion point in history. After decades of incremental improvements in sales methodology and technology, an era of highly disruptive change is upon us. For the first time in a generation, sales leaders, trainers, and consultants have more questions than answers. And their questions are important.
In this ebook, we offer new insights into the disruptions at hand. Out goes the rigid sales process, and in comes the agile sales force. Out goes static CRM, and in comes artificial intelligence. Out goes reactive compliance, and in comes proactive enablement. These are inevitable changes that can be seen all around – each making little pieces of the past obsolete.
We hope you enjoy this collection of articles about the future that is now. At Vantage Point, we are committed to uncovering and sharing the insights that drive sales progress. Here is our latest installment. Please contact us if you would like a partner in revolutionizing your own sales force.