Do you budget for sales management training? You spend thousands of dollars training each sales rep each year, but research shows that 84% of sales training content is lost after 90 days. (I cringed, too). While training traditionally goes to salespeople, new research reveals that we need training for what Vantage Point Performance Partner Jason...Read More
For sales leaders navigating the complex world of modern sales, we salute you. The task is not for the faint of heart. The good news is that sales activity management – a rapidly growing category of sales software that enables sales leaders to manage and motivate their teams around activities that drive revenue – can...Read More
This is the second in a four-part series about activity-based selling. Click here to read part one. Check back in a week to read part three. Metrics themselves don’t automatically drive revenue. When establishing your activity-based selling strategy, bring the metrics to life. Reps and sales managers need to understand that these metrics are a...Read More
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
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