Building Sales Manager Bench Strength

Strong Sales Managers are important to the success of a selling organization. There are many tactics used to build and test the strength of Sales Managers within organizations. However, are there skills and competencies that can’t be taught or learned? According to our Developing Sales Manager research initiative, there are 4 important developmental area that organizations find d ...

New Research: Inside Sales Trends

Inside sales staffing is outpacing traditional salesperson growth by more than 50%, according to our recently completed study in inside sales trends. As expected, participants in our recent study (senior sales and sales operations managers) said inside sales’ lower cost structure helped drive headcount growth. However, even more important is inside sales’ impact on team productivity ...

Sales Forecasting - What NOT to Do

Does your sales forecasting accurately predict the future results of a sales force? Staying apprised of trends and best practices for sales leadership is one way to improve upon forecasting effectiveness.... and to make sure you’re not about to be a cast member on Sales Forecasting: What NOT to Do.   Video coutresy of Vangage Point Performance.   Interested ...

What Leads to World-Class Sales Performance in B2B Selling Environments?

Top performers in sales organizations are recognized, applauded, and held up as the “standard” to aspire to by other members of the sales team. At quarterly or annual sales events, the leaders are recognized for their revenue performance and growth. Metrics, in other words, are the standard bearer of success. However, what is not recognized – and what the sales numbers don&rsq ...

A Guide to Sales Compensation (for Freshman Literature Students)

Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books.   Coincidence? Hardly: turns out that sales compensation plans, and the great ...