This post originally appeared here on the Selling Power blog. When sales organizations turn in mediocre performances, there are always lots of reasons why. A couple of big deals that were expected to close are still hanging out there. A top producer left the company. A competitor rolled out a lower-cost solution. While things like […]
Explore moreAs a sales leader, you naturally want to get the most out of 2017 and have a good year. If you’re unsure of your path to action, I’d like offer you a chance to do something radically different in 2017, by suggesting you follow these steps. First, identify company strategies currently yielding only marginal improvements, […]
Explore moreWhen it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend. Coaching is one of the most important activities—if not the most […]
Explore moreThis post first appeared here in the Selling Power blog. As someone who has long studied the management best practices of sales forces, I’m often asked my opinion on the most powerful sales metrics to track. While there are many useful metrics, there’s one measure that has the potential to revolutionize sales performance around the […]
Explore moreThis article was originally posted here in the Selling Power blog. Imagine one day being dropped into an unfamiliar landscape and told you must lead a team of people to a prescribed destination. There is no map and no further instruction. To complicate matters, you must deal with a constant barrage of distractions and demands […]
Explore moreAs a learning professional charged with training sales managers, your mission is to deliver great training and then show the ROI of that training to the C-suite. But let’s face it: sometimes that’s a tall order. Depending on the type of training you choose, it can be difficult to cleanly connect the dots from your […]
Explore moreSales, like other functions, is managed by metrics, and sales ops leaders work hard to design dashboards so that everyone, from the sales leader to the individual seller, understands how they are performing relative to their goals. However, when leaders become overly focused on these reports and the metrics contained within them, they can get […]
Explore moreThis post originally appeared here in the Selling Power blog. You’ve done everything right and still sales are lagging. You put in a new CRM system. You trained the sales team on the new selling process. You aligned the CRM system to support that process and you hired new superstar reps. Check, check, check. The […]
Explore moreThis post originally appeared here in the Training Industry blog. I’m frequently asked, “What exactly is coaching?” and, “Why should I care if I’m a sales manager?” Unfortunately, there is no consensus on a definition. But it behooves us to work our way towards one. If you’re a sales manager, particularly a new one, you […]
Explore moreVantagePoint Performance is now part of Imparta, a global leader in performance improvement for customer-facing teams.