Can Sales Process Win the Hearts and Minds of Sellers?
The concept of ‘winning the hearts and minds’ of your sales force is becoming popular in the world of sales training. As we discussed in an earlier blog post, winning the hearts and minds of sellers...
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Sales Enablement… What Is That, Anyway?
There are lots of terms that get tossed around in sales forces, and many of those have very vague meanings. For example, ‘sales process’ and ‘coaching’ are two of the biggest offenders. Another term...
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Dumb Things that Smart Managers Say: Lessons from a Soccer Game
I was recently at a soccer tournament with my 12-year-old son. His team had won its first few matches and was in the semi-finals. The stakes were high – win and move on, or lose and go home. The kids...
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One Likely Reason Your Forecasts Stink
Sales forecasting is an activity that consumes an enormous amount of management’s time, yet few organizations are happy with the accuracy of their collective forecasting efforts. So how is it that...
View ArticleQuestions from the Recent SMA Webinar on Sales Coaching
During our recent webcast with the Sales Management Association, Fixing Your Sales Coaching Model, we received some excellent questions that we did not have the time to answer. Below are the questions...
View ArticleFive Things We Learned Training in 15 Countries
Vantage Point has been delivering sales management training overseas right from its inception. These days, approximately 50% of our business comes from large corporate clients based overseas. Our...
View ArticleInternational Training: Observations & Tips
In my last post, I wrote about the Five Things We Learned Training in 15 Countries. This month I’d like to share some insightful observations and practical tips that our trainers have learned as...
View ArticleVantage Point Launches New Online Resource Centers
To improve access to our ongoing research into sales management best practices, Vantage Point has launched a series of online Resource Centers that will aggregate the latest multimedia content in...
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Are Decision-Making Skills Innate or Learned By Salespeople?
Are your sellers natural-born decision makers? Or is decision making a learned skill? While some people may be naturally adept at making decisions, it is likely that your sellers still need a little...
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Case Study: Applying “Cracking the Sales Management Code” in Europe
By Francois Delvaux, Partner at Minds&More Over a three month period, we worked with sales managers of a leading logistics company that wanted to apply the “Cracking The Sales Management Code”...
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Connecting the Dots: Sales Coaching Leads to Quota
If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales...
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The Current State of Sales Manager Training: 4 Lessons from New Research
Organizations 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...
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Proven Ways to Grow Revenue with Pipeline Management
Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I...
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Understanding (and Overcoming) the Fatal Flaw of Sales Management
Sales, 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...
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How to Look Like a Rock Star in the C-Suite: 5 Principles for ROI Stardom...
As 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...
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