Archive by Tag article

Why Your New Sales Technology Tools Won’t Solve Your Sales Problem

This post originally appeared here in the Selling Power blog. All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how […]

How One Conversation Elevates Sales Results

What separates a great manager from a mediocre one? While there are lots of little actions that divide wheat from chaff, there is one activity that elevates a manager’s performance to the top tier: time spent with reps in meaningful pipeline discussions. Vantage Point conducted research into the practices of high-performing sales teams over the […]

The Role of Sales Leadership in Driving Change on the Front Line

This post originally appeared here in the Training Industry blog. It is common knowledge that front-line sales managers are the key to creating change in the behavior of salespeople. It makes perfect sense that changes in sales manager practices lead to desired changes in salesperson practices; however, there are other powerful forces at play which […]

Cracking The Sales Management Code, Part 4

Cracking The Sales Management Code, Part 3

Cracking The Sales Management Code, Part 2

Cracking The Sales Management Code, Part 1

Sales Management Process – The Key to Effective Execution

This post originally appeared here in the Selling Power blog. Sales leaders across the globe are worried about sales execution. They are so worried that they are spending billions of dollars and countless hours formalizing the processes they want sellers to follow in order to take the guesswork out of field-level execution. It’s a smart […]

The Anatomy of an Effecive Sales Coaching Conversation

This post originally appeared here in the Training Industry blog. Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective. That’s a […]

3 Critical Questions Every Sales Manager Must Answer

I have a quick question for you… How confident are you that you will hit your revenue target by the end of the year? 100%? 50%? 0%? When I ask this question of sales leaders, the answers I receive tend to fall somewhere in between 100% and 0%. Obviously, certain failure is not a common […]