This post originally appeared here int he Sales and Marketing Management blog. Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they’re also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, […]
Explore more#1. Slow Down. You’re operating at an abnormally frenetic pace: daily call reports, weekly conference calls, monthly quotas. Selling is no longer about being the fastest runner—it’s about running the smartest race. If you’re running too fast, you will overshoot your target. Slow down. Slow. Down. #2. Think. If you slow down, you’ll be able […]
Explore moreThis post originally appeared here on the Training Industry blog. Most sales managers understand that the most important and effective activity they can do to improve performance is coach their sales reps. But many will also admit they don’t have enough time to coach as much or as often as they know they should. So, […]
Explore moreThis post originally appeared here in the Selling Power blog. Last month I wrote about some of the chaos and pressures new sales managers face. In this follow-up, I’ll examine a few small, high-impact changes that can help new managers succeed in their role. Small changes make a big difference. In my previous post, I raised […]
Explore moreThis article originally appeared here in the salesforce.com blog Quotable. Pipeline management and forecasting are both important to a sales force. Consequently, companies invest heavily in specialized technology and tools just to manage these two activities. However, the true magnitude of the investment is only known when the time and energy expended by the sales […]
Explore moreAt a recent engagement with a major US company, a senior sales leader posed a question we hear a great deal: How many sales objectives should my sales reps have? It’s an interesting and important question, so I’m going to explore it here. One of the basic beliefs we hold dear at Vantage Point is […]
Explore moreThis post originally appeared here in the Selling Power blog. When a top sales rep is promoted to sales manager, there is usually a honeymoon period during which the new manager’s enthusiasm keeps him or her afloat through the seemingly endless waves of new demands and pressures. But then…there is the onslaught of emails, reports […]
Explore moreThis post originally appeared here in the salesforce.com blog Quotable. Sales forecasting is a hot topic. From allocating company resources to communicating expectations to investors, sales forecasts play a key role in maintaining a healthy enterprise. Over the past two years, in conversations with senior sales executives, most have expressed anxiety over their team’s ability […]
Explore moreVantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.