University-led Research for Sales Leaders

March 6, 2019

SMA Webinar: How Top Performing Sales Managers Crush Their Quota’s

In this webinar from the Sales Management Association, Michelle Vazzana, PhD shares the research from VantagePoint’s best-selling book Crushing Quota. In this webinar you will learn: Some shocking trends and the reasons behind them Lessons from other industries Mistakes sales keeps making What happens when you get this right. To learn more about […]

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January 23, 2019

Operationalize Sales Enablement With 6 High-Impact Activities

First published in Training Industry’s “Expert Opinions on Sales Enablement.” Sales enablement is a nebulous, often undefined term. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms. One example is Forrester’s definition: “a strategic, ongoing process that equips all client-facing employees with the ability […]

January 14, 2019

3 Easy Steps to Build a Sales Coaching Program

In our first blog in this 3-part series, we shared some of the many problems that can get in the way of good sales coaching. Do not despair: None of these problems is terminal…….There is hope! You can overcome them and predictably increase the number of salespeople in your organization that make quota. All you […]

January 11, 2019

Training Magazine Article: What Did We Learn From 25,000 Sales Managers

January 8, 2019

Video: How is Training Sales Managers Different from Training Salespeople?

VantagePoint is not the normal one-size-fits-all company. How do we handle training different people in sales roles? Find out in this week’s Video of the Week from Vantage Point’s Trish Derman.