Sales Manager Training: Three Expert Perspectives – Part 2


Richard Bledsoe

Vice President, Sales  Johnson Controls

As we mentioned in our first post in this three-part series, Vantage Point believes 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.

Richard Bledsoe is VP of Sales at Johnson Controls.  Johnson Controls International is a multinational conglomerate headquartered in Cork, Ireland, that produces automotive parts such as batteries, electronics, and HVAC equipment for buildings.

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.


Vantage Point is the leading sales management training firm in the world. Based on the groundbreaking research in our best-selling book, Cracking the Sales Management Code, we’ve redefined sales management by deploying simple but powerful frameworks that put sales managers in control of their sales forces’ performance. We’ve been particularly successful partnering with large global companies, where we replace stale coaching models with a powerful sales management methodology. Please click here to request a conversation with one of our executives.