Category Archives: Sales Management

Can Average Sales Performers Ever Be Rock Stars?

By Duncan Lennox Whenever I have conversations with senior executives or CEOs about driving sales performance, there’s a tendency to focus on the “rock stars,” that relatively small group of high performers. Frequently, they are described as “natural salespeople,” good … Continue reading

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How to Retain and Motivate Sales Reps: Money versus Happiness

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

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How to Land a Meeting with Your Prospect

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

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Insight for More Excellent Sales Management in 2013

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

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Turn Sales Managers into Great Coaches in 5 Steps

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

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Sales Leaders, Ditch Your Outdated Ideas about Hiring

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

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

Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
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Timeless Sales Messaging Tips to Win Today’s Customers

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: Gerhard Gschwandtner, Sales Enablement, Sales Management | Tags: , , , , , | Comments Off

Transitioning from Sales to Management

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

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How to Succeed as a Sales Manager

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

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