Thanks for Making Sales Force Productivity Conference 2016 a Huge Success!

SFPC 2016 is in the books and we’re already looking forward to SFPC 2017.  But before we get too far ahead of ourselves, we wanted to take a moment to highlight some of the great moments that came out of this year’s conference.   We had 300 registered delegates with more than 30 sessions offered.  Many attendees reported being very pleased with the choice in break ...

How To Hire The Right Sales Ops Manager

In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors.  Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales department to do their best work. They provide value by engineering optima ...

6 Skills Necessary to Take Charge of Sales Forecasting Accuracy

How happy are you with the accuracy of your company’s sales forecasts? If you are like most sales leaders, you may feel that there is a little room for improvement. Or, if we are being completely honest, maybe a lot of room for improvement. In a survey of 52 companies, the Sales Management Association and Vantage Point Performance found that 74% of sales leaders felt their company’s ...

Sales Forecasting: One Size Fits Some

Sales forecasting is fairly consistent across organizations around the globe. The standard forecasting process usually begins with lead identification. The lead is then qualified and an attempt is made to understand the prospect’s needs. A proposal is presented to the prospect to address the needs, and the sale is usually either won or lost shortly thereafter.  

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 ...