Tag Archives: sales manager

Six Tips to Enhance Your One-on-One Coaching Meetings with Salespeople

Posted on Wed, February 18, 2015 by Lisa

Which of the following statements best describes your opinion, as a sales leader, of one-on-one meetings? They’re the best way to stay connected to salespeople and drive pipeline opportunities forward. They’re a low-value activity and should be skipped when more … Continue reading →

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Sales Leaders, Ditch Your Outdated Ideas about Hiring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 →

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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 →

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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 →

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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 →

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3 Sales Management Challenges & How to Solve Them with Science

Posted on Wed, October 12, 2011 by Sales Leadership Blog

Are great salespeople born, or made? With today’s advanced scientific sales analytics and measurement tools, sales managers can actually find out.
First, behavioral assessments give sales managers insight into a salesperson’s nature and psy… Continue reading →

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Where Do Great Front-Line Sales Managers Come From?

Posted on Mon, August 15, 2011 by Sales Leadership Blog

Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact on the productivity of their sales teams and produce better sales results. Managing a sales team is also one of the most challenging … Continue reading →

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