Archive by Tag article

November 30, 2018 Michelle Vazzana

How High-Performing Sales Managers Crush Their Quota

This article originally appeared here in’s Quotable blog. Is the sky falling? You bet. And it is about to land on your head unless you figure out how to stop it. Why the dire projection? Data, lots of it. All pointing to the steady decline of salespeople hitting quota. In our global study of […]

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November 30, 2018 Adam Norton

“Agile” Is the New Buzzword. What Does it Mean for Sales Training and Coaching?

This article originally appeared here in the Training Industry blog. The Case for Sales Agility If you’ve spent much time around a sales force recently, you’ve probably heard a new buzzword: agile. Agile selling is a concept that says that salespeople need to adapt their sales approach to meet their customers’ needs. Those needs can […]

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November 14, 2018 Michelle Vazzana

Sales Coaching: Your Greatest Lever on Quota

This post is part one of a three-part series that originally appeared here in the Sales Management Association blog. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in […]

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November 12, 2018 Michelle Vazzana

Better Sales Management: The Current State of Sales Manager Training with 4 Lessons from Research

Organizations are rapidly coming to the same conclusion: sales managers are the key lever in driving improvement in sales. Whether a company targets higher market share, better account penetration, or some important outcome, sales managers are the principal mechanism for success. The key question is, “how do we best equip those all-important sales managers to […]

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November 9, 2018 Michelle Vazzana

High-performing Salespeople: Separating Madness, Myth, and Methodology

This article originally appeared here in the Selling Power blog. Every year, the Florida State University (FSU) Sales Institute conducts a benchmarking survey to identify top priorities for their consortium of sales leaders. In 2018, replicating the performance of high performers was the number one focus area. Why? Because, in a world where quota requirements are on […]

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October 31, 2018 Michelle Vazzana

Why Your Sales Managers Don’t Coach

Part 1 of a 3-part series. Sales coaching is a hot topic. In fact, recent research  Vantage Point conducted with the Sales Management Association indicates that sales coaching is the most important skill for sales manager training. In this first in a series of three blogs, we outline why sales managers don’t coach. In the […]

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October 11, 2018 Adam Norton

10 Things Great Sales Coaches Do – Part 3

In part one and part two of this series on sales coaching, we discussed the first 8 characteristics that make sales managers great sales coaches.  We’ll conclude here with an examination of why good coaches/managers continually teach, and how they teach their teams to be flexible and agile using the FUSE method. Characteristic # 9: […]

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