This article originally appeared here in Salesforce.com’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 […]
Explore moreThis 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 […]
Explore moreThis 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 […]
Explore moreOrganizations 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 […]
Explore moreThis 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 […]
Explore morePart 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 […]
Explore moreIn 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: […]
Explore moreVantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.