Modern sales leaders, we know you have a tough job. Can you think of any other profession with an average tenure of less than two years? This is especially true at the end of the year, when so much is on the line. Your CEO wants good revenue numbers. Your reps want time off with...Read More
You might think that sales incentives and Halloween are a strange mix. But there’s a good reason to pair them. Every sales leader knows the last few months of the year can be terribly slow. Your prospects spend time with family or plan for next year. No one has time to for sales calls, let...Read More
There’s no silver bullet for learning how to improve sales performance. As Vantage Point Performance Partner Jason Jordan puts it, there are many ways to improve performance – the key is identifying what moves the needle most and focusing your efforts on it. According to data from a Vantage Point webcast, pipeline management makes...Read More
Looking to improve sales performance on your team? We’re here to help you. Firstly, it’s important to acknowledge that the modern world of sales is metrics driven and process oriented. But too often, metrics and process get stuck in the board room or on a spreadsheet, never making it down to frontline sales managers and...Read More
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
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
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