Category Archives: sales management

How to Retain and Motivate Sales Reps: Money versus Happiness

Posted on Tue, February 5, 2013 by Lisa

All sales leaders want to motivate reps to high levels of performance and retain their top earners. What’s the secret to success in these areas? To find out, you might start by asking sales reps what they want in exchange … Continue reading →

Posted in: Motivation, sales leader, sales leaders, sales leadership, sales management, Success | Tags: , , , , , , , , , , | Comments Off

How to Land a Meeting with Your Prospect

Posted on Thu, December 6, 2012 by admin

Many sales professionals believe that sales are made based on the strength of relationships with prospects and customers. In other words, it’s all about who you know. In the current selling environment, however, some might argue that success in sales … Continue reading →

Posted in: sales enablement, sales management, selling | Tags: , , , , , , , | Comments Off

Insight for More Excellent Sales Management in 2013

Posted on Sat, November 17, 2012 by Lisa

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better … Continue reading →

Posted in: sales coaching, sales management | Tags: , , , , , , , , , , , , , , | Comments Off

Turn Sales Managers into Great Coaches in 5 Steps

Posted on Wed, September 12, 2012 by Lisa

How does a sales manager learn how to successfully manage and coach a sales team? Continue reading →

Posted in: sales management | Tags: , , , , , | Comments Off

Sales Leaders, Ditch Your Outdated Ideas about Hiring

Posted on Tue, May 22, 2012 by Sales Leadership Blog

A lot of sales leaders let old myths about hiring get in the way of finding superstar candidates.
The myths I’m talking about are based on the idea that certain characteristics or qualities can magically help you identify your next top performer … Continue reading →

Posted in: sales, sales experience, sales leader, sales leaders, sales leadership, sales management, selling | Tags: , , , , , , , | Comments Off

Managing Sales Team Talent: How to Help Reps at Any Level Sell More

Posted on Wed, April 11, 2012 by Sales Leadership Blog

Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
Continue reading →

Posted in: sales 2.0, sales coaching, sales management | Tags: , , , , , | Comments Off

Timeless Sales Messaging Tips to Win Today’s Customers

Posted on Thu, February 23, 2012 by Sales Leadership Blog

What is the number one problem that stands between your sales reps and prospects? Chances are that their sales messages fizzle in the marketplace. Prospects don’t know you, your company or your product; they don’t understand your message; a… Continue reading →

Posted in: customers, Gerhard Gschwandtner, sales enablement, sales management, selling | Tags: , , , , , | Comments Off

Transitioning from Sales to Management

Posted on Wed, January 4, 2012 by Sales Leadership Blog

The Harvard Business Review article, “Selling is Not About Relationships,” (the title is misleading) categorizes sales people into 5 buckets:

Relationship Builders focus on developing strong personal and professional relationships and advocates across… Continue reading →

Posted in: sales leaders, sales management | Tags: , , , | Comments Off

How to Succeed as a Sales Manager

Posted on Wed, December 21, 2011 by Sales Leadership Blog

As a sales manager and leader, are you measuring the right metrics for sales success?
At Vantage Point Performance, we recently wrote a book based on a groundbreaking research study we conducted about the metrics that leading sales forces are using to … Continue reading →

Posted in: CRM, sales leadership, sales management, selling | Tags: , , , , , | Comments Off

Why Sales Success Starts with Credibility

Posted on Thu, November 10, 2011 by Sales Leadership Blog

There are four very basic sales management questions that a great front line or senior sales leader should be able to answer “yes” to:
1) Do your people trust you?
2) Do they have clarity on overall strategy?
3) Do you make yourself available to them?
… Continue reading →

Posted in: sales leader, sales leaders, sales leadership, sales management, selling | Tags: , , , , , , | Comments Off