Archive by Tag article

May 1, 2019 Adam Norton

The Real Reason Your Sales Reps Aren’t Using Your Training

Imagine you’re training for a marathon and have hired a coach to help you achieve a certain finishing time. He gives you his standard list of exercises to do and distances to run, but you’re not making the right progress. When you ask, he won’t give you any new exercises to try. Would you continue […]

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March 7, 2019 Adam Norton

How Agile Selling Leads to Better Results

Once upon a time, sales organizations had very little organizational structure. Then sales teams discovered the power of sales methodologies.  These became de rigueur as sales leaders adopted the idea that there is a ‘best’ way to sell. (Naturally, sales training companies filled the void offering myriad expensive, specialized programs showing the path to sales […]

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January 23, 2019 Michelle Vazzana

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 […]

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January 14, 2019 Michelle Vazzana

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 […]

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January 8, 2019 Adam Norton

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.

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December 6, 2018 Michelle Vazzana

Sales Enablement Confusion: How to Cut through the Noise

Sales enablement is growing rapidly as a discipline, and so is the number of solution providers. How is a sales enablement professional supposed to make informed choices? Where does one look to find answers? Those are important questions – and, yet, there is a question that must be answered before any meaningful improvement effort can […]

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December 4, 2018 Michelle Vazzana

Building the Groundwork for Sales Coaching Greatness

This post is part two of a three-part series that originally appeared here in the Sales Management Association blog. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance […]

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