Webcast

Webcast • Coaching, Sales Training

Research Update: Salesperson Learning Preferences

April 06, 2017

  Join us for a first look at a recently concluded research on how salespeople prefer to learn, and the effectiveness of various learning delivery approaches. This webcast examines training modalities such as in-the-field coaching, online courses, and classroom instruction, as well as mo

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Webcast

Webcast • Coaching, Recruiting & Selection, First Line Sales Management

Research Update: Salesperson Retention and Turnover

April 03, 2017

  Sales positions are notoriously tricky to recruit for, and high performing salespeople challenging to retain. Join us for a first look at recently concluded research as we investigate sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes o

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research

Research • Coaching, Recruiting & Selection, First Line Sales Management

Research Brief: Salesperson Retention and Turnover

March 31, 2017

  This research investigates sales force practices in hiring, onboarding, and retaining key performers. It identifies root causes of salesperson churn, methods used by organizations to retain salespeople, and the impact of these strategies on sales force and firm results.

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Webcast

Webcast • Strategy & Planning, Sales Operations, First Line Sales Management

Research Update: Sales Force Attitudes Towards Forecasting

March 30, 2017

Our recent research reveals surprising differences in how sales managers and salespeople view forecasting. In this web-based video panel, we explore what these differences and their impact on forecasting effectiveness. Join two practitioners and Vantage Point Performance’s Jason Jordan f

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research

Research • Coaching, Selling Effectiveness

Research Brief: Salesperson Development Priorities

March 29, 2017

  Two questions underlie every firm’s efforts to build a successful sales force: “What qualities make salespeople successful?” and “How do we develop these qualities?” This research identifies how organizations answer these two fundamental questions. Most im

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Webcast

Webcast • Coaching, Selling Effectiveness

Research Update: Salesperson Development Priorities

March 24, 2017

  Join us for a first look at recently concluded research on how firms develop salespeople, the value sales leaders place on specific salesperson characteristics, and how well actual sales training and development activities align with those values. The research defines how companies ans

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Webcast

Webcast • Sales Process Management, Coaching, Leadership Development, First Line Sales Management

Optimizing Sales Management Processes

March 23, 2017

Process discipline characterizes the approach many productive sales organization take to managing selling activity, but those same firms often neglect to treat sales manager activities with the same rigor. This webcast makes the case for establishing sales management process, while detailing h

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Webcast

Webcast • Selling Effectiveness, Sales Training, Sales Enablement

Creating and Validating a Sales Content Map

March 17, 2017

  Sales enablement leaders map content investments to crucial buyer/seller interactions. A comprehensive “content map” helps promote cross-organizational endorsement and aligned objectives. This webcast reviews best practices for taking stock of available content, prioritizin

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

March 16, 2017

Sales coaching is widely acknowledged as a high value productivity investment, a view reinforced by Sales Management Association research. Yet few sales forces have impactful coaching programs due in part to the challenges of effectively allocated management’s limited coaching bandwidth.

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Webcast

Webcast • Coaching, Sales Technology, Sales Operations, Selling Effectiveness, Sales Training, Sales Enablement, Mobility

Harnessing Mobile Video to Certify Learning Outcomes

March 14, 2017

Sales organizations invest mightily in salesperson training. But these investments are often ineffective, in large part because desired outcomes are not observed, validated, and certified. This webcast explains how mobile video can address these challenges, transforming conventional training a

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