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 managers, what they got in return, and why they elected Vantage Point as their partner.

Bruno Filio is VP, International Business Development at Leviton.  Leviton Manufacturing Company, Inc., is the largest privately held manufacturer of electrical wiring equipment in North America.

Why train your sales managers rather than your salespeople?

We realized if we really wanted to have an impact on our sales process, we had to train our frontline sales managers, because they are the ones driving our day-to-day business and we would have a far greater impact by training this group.

What’s been the impact of sales management training in your sales force?

We’ve seen our sales teams really elevate their sales management skills. They are far more focused on specific sales activities rather than randomly going about their day-to-day business. And most importantly, the culture of our company and the way we conduct business has been raised to the next level.

Why did you choose Vantage Point to be your training partner?

Whenever we choose a training partner, it’s very important that that partner has credibility and that actual research drives the training – not just the flavor of the month approach. Our experience with the Vantage Point team was terrific. We were very satisfied with their professionalism and the way they performed.