The importance of effective sales management in modern organizations cannot be understated. No one sums it up quite as well as Vantage Point Performance managing partner Jason Jordan in Cracking The Sales Management Code: Salespeople may be the foot soldiers out in the field, but sales management provides them with marching orders and equips them...Read More
Stop managing your sales reps solely around revenue. It’s never going to work. Business results like revenue cannot be managed. They are out of our control. If we could manage revenue, then we’d all be hitting 100% percent of quota all the time. According to research, what is in your control are the inputs that...Read More
Sales KPIs come in all different shapes and sizes. And they can be expressed in an infinite number of ways: market coverage, sales team capability, product focus, financial status, market share, customer focus and on and on. KPIs need to be specific not only to sales role, but also vertical and go-to-market strategy. Our Sales...Read More
In the age of ubiquitous technology, no other productivity investment improves rep performance better than sales coaching. That’s according to research by the Sales Executive Council. And it makes sense. Vantage Point Performance Partner Jason Jordan explains that anything learned by salespeople during a day of offsite training sits in their head until needed. Coaching...Read More
This is the first in a four-part series about activity-based selling. Check back in a week to read part two. The old school sales manager is extinct. Or he will be soon. Why? Because that guy only managed his team around results – revenue, wins, deals closed, new logos, whichever term your sales team prefers....Read More
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