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 ...

From Player to Coach: Turning Great Salespeople into Great Sales Managers

Should you take the risk and promote your top-performing salesperson to manager?   The stakes are high. You’re not only going to lose a great player on the field, you’re also making a bet that their outstanding current performance will translate into this new role. The debate over whether the best salespeople will make great sales managers has been going on for decades. ...

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 ...

What “Winning Hearts and Minds of Salespeople” Really Means

There is a lot of talk in the sales world about “winning the hearts and minds of salespeople” through training, but what does this really mean? How do sales managers win the hearts and minds of salespeople and what impact does it have on sales force performance?    If we take away all of the fluffy “hearts and minds” language and examine the “reas ...

Analytics: The Backbone of On-Demand Sales Training

On-Demand Sales Training vs. Live Sales Training It’s no secret that part of the value of live and in-person sales training is the opportunity to engage in discussion and practice the art of selling through real-life simulations and role play. And of course, in-person training provides sales ...