Tag Archives: article

Sales Manager Training: Three Expert Opinions, Part 3
June 28, 2018

Sales Manager Training: Three Expert Opinions, Part 3

Loren Waldo Senior Manager, Sales Development Gulfstream This is the third and final post in a three-part series where we state our case for focused sales management training. While it’s one thing for us to say it, it’s another for sales executives from major global companies to provide the proof! Three sales leaders have shared their […]

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Sales Manager Training: Three Expert Perspectives – Part 2
June 14, 2018

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 [...]

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Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?
June 14, 2018

Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?

This post originally appeared here in the salesforce.com blog. Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about.  Communications will be streamlined, and directions will be […]

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Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals – Pt 4
June 6, 2018

Cracking the Sales Management Code: Align Your Sales Force and Reach Your Goals – Pt 4

This post originally appeared here on the Sales Management Association blog. Part Four of a Four Part Series This is the fourth and final installment in our series introducing research from our best-selling book Cracking the Sales Management Code. Previously we defined a framework for measuring and managing the sales force and revealed interconnections among the […]

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Sales Manager Training: Three Expert Perspectives – Part 1
June 4, 2018

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 […]

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Top Sales World
May 31, 2018

Welcome to the Era of Sales Agility

Jonathan Farrington of Top Sales World Interviews Leff Bonney, PhD, MBA , Vice President, Research and Product Innovation as well as Associate Professor of Marketing at Florida State University. Leff, you run the Sales Institute at Florida State University. What is the current state of sales education around the world? Great question…Unfortunately, the answer isn’t […]

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Why Forecasting and Pipeline Management Are (and Should Be) Two Different Things
May 22, 2018

Sales Objectives and How to Achieve Them

This article originally appeared here in the Sales Management Association blog. Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales […]

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Use this Military Strategy to Defeat Your Competition
May 15, 2018

Use this Military Strategy to Defeat Your Competition

The thinking of military strategists like Carl von Clausewitz and Sun Tzu have been widely applied to the world of business and even strategic selling.  The ideas of a more recent military innovator, Lieutenant Colonel John Boyd, have surprising implications for today’s dynamic selling environment. Lt. Col. John Boyd John Boyd was a United States […]

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Why You’d be Stupid Not to Invest in Your Sales Managers – Part 2
May 10, 2018

Why You’d be Stupid Not to Invest in Your Sales Managers – Part 2

In our last blog, Why You’d be Stupid Not to Invest in Your Sales Managers, we showed how investment in sales managers will yield seemingly incredible ROI.  And because you’re probably skeptical, we provided you with a formula to calculate this for your own company. In this follow-up piece, we’ll show you exactly what skills […]

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Cracking The Sales Management Code: A Closer Look at Sales Activities
May 9, 2018

Cracking The Sales Management Code: A Closer Look at Sales Activities

This post originally appeared here in the Sales Management Association blog. Part Two of a Four Part Series In this series of blogs, we introduce research findings from our best-selling book, Cracking the Sales Management Code. In the first blog, we revealed that there are three levels of sales force metrics, as judged by their ‘manageability’: Business Results like […]

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