This is the third in a four-part series about activity-based selling. Read part one, part two, and then check back in a week to read part four. Inevitably, there will be days when one sales rep performs too much of one activity and not enough of another – or even your entire team lets a...Read More
Measuring sales activities is a key ingredient to better sales management. That’s according to Vantage Point Performance Partners Jason Jordan and Michelle Vazzana in Cracking the Sales Management Code. “We would contend that collecting activity-level metrics is not old-school whatsoever – we think it is new school. And we would argue that tracking salespeople’s activities...Read More
Recent data confirms what most assume to be true: CRM is ubiquitous. Ninety-one percent of companies with 11 employees or more use some type of CRM software. But CRM sales tools are often complex, packed with customizable functionalities. It’s overwhelming. That’s why we parsed through advice on places like Quora to help you understand how...Read More
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
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
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