Clik here to view.
Improving CRM Adoption: Making your CRM “Livable”
Have you ever lived in an apartment or house that you didn’t like? Maybe it was your college dorm room, or the first apartment after college that you could afford. What do you remember of this place?...
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...
View ArticleThe Stupidest Thing a Sales Manager Ever Said
If you’ve read our book Cracking the Sales Management Code or follow our writings, you know that sales managers can only truly control one thing: The activities of their salespeople and themselves....
View ArticleSales Management and Social Media… We’re Not There Yet
I was recently asked to speak at a Sales Management Association event where the topic was Social Media. In preparation for the event, I thought it might be interesting to do some informal research to...
View Article“Ready, Aim, Fire” or “FIRE, FIRE, FIRE”?
Sales management will occasionally ask us some form of this question: “What can I do to increase sales in the near term?” And in this question, the words “near term” are the key. Sure, they know that...
View ArticleA Hidden Sales Management Challenge: Lack of a Common Language
When we interview sales managers as a part of our client engagements, we often ask them to tell us their biggest management challenges. The responses we’ve heard recently are fairly consistent: high...
View ArticleSMA Webcast on Destructive Sales Management Trends
This Sales Management Association webcast was originally broadcast on March 6, 2013. The recent economic downturn hurt more than just sales performance – it allowed destructive management practices to...
View ArticleAnother Troublesome Trend… On-Demand Sales Management
Trend 6: Sales Managers Living Life On-Demand Sales managers are in demand. They are in demand by sales reps, who want them to solve their problems. They’re in demand by their sales reps’ customers,...
View ArticleSales Management Training… FINALLY on the Rise
We obviously hold the opinion that sales management training is the highest impact and highest leverage investment a company can make in its sales force. If you train one salesperson, you’ve improved...
View ArticleClik here to view.
Training Sales Managers Video – Presentation from 2012 ASTD International...
View a video of this presentation by Vantage Point Partner Michelle Vazzana and Essilor of America’s Director Of Sales Operations Terry McComas as they discuss best practices for training sales...
View ArticleClik here to view.
Improving CRM Adoption: Making your CRM “Livable”
Have you ever lived in an apartment or house that you didn’t like? Maybe it was your college dorm room, or the first apartment after college that you could afford. What do you remember of this place?...
View ArticleDoes Sales Management Differ by Country?
As I type this, I am sitting at London’s Heathrow airport jetlagged and trying to decide which part of which day it is (my best guess is early Sunday). I was in Europe this week to expose our business...
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...
View ArticleThe Stupidest Thing a Sales Manager Ever Said
If you’ve read our book Cracking the Sales Management Code or follow our writings, you know that sales managers can only truly control one thing: The activities of their salespeople and themselves....
View ArticleSales Management and Social Media… We’re Not There Yet
I was recently asked to speak at a Sales Management Association event where the topic was Social Media. In preparation for the event, I thought it might be interesting to do some informal research to...
View Article“Ready, Aim, Fire” or “FIRE, FIRE, FIRE”?
Sales management will occasionally ask us some form of this question: “What can I do to increase sales in the near term?” And in this question, the words “near term” are the key. Sure, they know that...
View ArticleA Hidden Sales Management Challenge: Lack of a Common Language
When we interview sales managers as a part of our client engagements, we often ask them to tell us their biggest management challenges. The responses we’ve heard recently are fairly consistent: high...
View ArticleSMA Webcast on Destructive Sales Management Trends
This Sales Management Association webcast was originally broadcast on March 6, 2013. The recent economic downturn hurt more than just sales performance – it allowed destructive management practices to...
View ArticleAnother Troublesome Trend… On-Demand Sales Management
Trend 6: Sales Managers Living Life On-Demand Sales managers are in demand. They are in demand by sales reps, who want them to solve their problems. They’re in demand by their sales reps’ customers,...
View ArticleSales Management Training… FINALLY on the Rise
We obviously hold the opinion that sales management training is the highest impact and highest leverage investment a company can make in its sales force. If you train one salesperson, you’ve improved...
View Article
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