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Put ALL Your Reps on a Performance Improvement Plan

This seems kind of obvious, but we think that a sales manager’s primary job should be to increase the performance of his or her salespeople. In the absence of that, the manager is just an...

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Sales Management Training: Moving Beyond Skills

Traditional training for sales managers has focused heavily on developing very specific skills – and in particular, sales coaching. In fact, one of our clients has 124 sales managers that have taken a...

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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...

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Surprising Similarity between Sales Coaching and Negotiating

I have been trained many times in the strategies and skills of negotiation – even taking a full course in negotiation during graduate school. Consequently, I’m a decent negotiator. However, there is...

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Another 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,...

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Sales Coaching… Just Do It

We help our clients design and implement sustainable sales coaching programs. In fact, we are particularly good at it, as judged by our successes at GE, 3M, and other leading global companies. But no...

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“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...

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The Frustration of Choosing a Sales Coaching Model

I was recently at a conference where a well-known and good competitor of ours was making a presentation on sales coaching. After discussing his company’s coaching model (a solid ‘execution’ model in...

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Case Study: Improving Sales Coaching at a Financial Services Company

“I have seen, without a doubt, the recalibration of the interactions between sales managers and sales consultants. The interactions are now more efficient, focused, robust, and more forward-thinking.”...

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International Training: Observations & Tips

In my last post, I wrote about the Five Things We Learned Training in 15 Countries. This month I’d like to share some insightful observations and practical tips that our trainers have learned as...

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