No, You’re Not Alone… 7 Painful Trends for Sales Managers
Trend 1: Inspection Over Coaching We’ll start our mini-series of sales management trends with one that has grown to near universal prevalence since the beginning of the global economic downturn. That...
View ArticleQuick… Don’t Answer that Phone!
We were recently conducting a private sales manager training session, when an unexpected best practice arose. We were discussing the various ways in which sales managers interact with their reps, and...
View ArticleThe Sales Coaches We Want to Be… And the Coaches that We Aren’t
There is a piece of research that we do again and again, and it always yields the same depressing result. First we ask sales managers how much time they spend coaching their reps. Then we ask those...
View ArticleBehold a New Concept: ‘On-the-Job Coaching’
Sales coaching is a hot topic. Any webcast we conduct or paper we write on the subject yields massive traffic. Consequently, we spend a lot of time thinking about the issues with current sales coaching...
View ArticleSales Management Training: Moving Beyond Skills
Traditional training for sales managers has focused heavily on developing very specific skills – and in particular, sales coaching. In fact, one of our clients has 124 sales managers that have taken a...
View ArticleSales Management… Research Reveals the Important Stuff
We often contend (and do believe) that the sales manager’s role is the most complex in any organization. Sales managers are part teacher, part coach, part salesperson, part CFO, part IT director, part...
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Implementing a Successful Sales Coaching Program: Lessons from the Field
ARCHIVED WEBCAST hosted by the Sales Management Association on June 20, 2013 At some point, most sales forces attempt to implement a sales coaching program. And most fail. In this webcast, Michelle...
View ArticleCase Study: Improving Sales Coaching at a Financial Services Company
“I have seen, without a doubt, the recalibration of the interactions between sales managers and sales consultants. The interactions are now more efficient, focused, robust, and more forward-thinking.”...
View ArticleHow Sales Coaching Should NOT Be Done
Ever seen this sales management behavior before? So have we… … Read the rest
View ArticleCan 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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Leadership or Sales Management Training… Which Do You Really Need?
When a sales manager gets promoted, it’s typically because he or she was a very successful salesperson. However, many of the skills that made the manager successful as a rep are in direct conflict with...
View ArticleThe Sales Coaches We Want to Be… And the Coaches that We Aren’t
There is a piece of research that we do again and again, and it always yields the same depressing result. First we ask sales managers how much time they spend coaching their reps. Then we ask those...
View ArticleBehold a New Concept: ‘On-the-Job Coaching’
Sales coaching is a hot topic. Any webcast we conduct or paper we write on the subject yields massive traffic. Consequently, we spend a lot of time thinking about the issues with current sales coaching...
View ArticleSales Management Training: Moving Beyond Skills
Traditional training for sales managers has focused heavily on developing very specific skills – and in particular, sales coaching. In fact, one of our clients has 124 sales managers that have taken a...
View ArticleSales Management… Research Reveals the Important Stuff
We often contend (and do believe) that the sales manager’s role is the most complex in any organization. Sales managers are part teacher, part coach, part salesperson, part CFO, part IT director, part...
View ArticleClik here to view.
Implementing a Successful Sales Coaching Program: Lessons from the Field
ARCHIVED WEBCAST hosted by the Sales Management Association on June 20, 2013 At some point, most sales forces attempt to implement a sales coaching program. And most fail. In this webcast, Michelle...
View ArticleCase Study: Improving Sales Coaching at a Financial Services Company
“I have seen, without a doubt, the recalibration of the interactions between sales managers and sales consultants. The interactions are now more efficient, focused, robust, and more forward-thinking.”...
View ArticleHow Sales Coaching Should NOT Be Done
Ever seen this sales management behavior before? So have we… The post How Sales Coaching Should NOT Be Done appeared first on Vantage Point Performance.
View ArticleCan 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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