How Top-Performing Sales Managers Crush Their Quotas

January 15, 2019 | 2:00 PM - 3:00 PM Eastern Time | Open session | Webcast

How do top-performing sales managers consistently exceed their targets? Join Vantage Point partner Michelle Vazzana as she discusses the newly revealed secrets of rock star sales managers. Through the groundbreaking research in her new book, Crushing Quota, Michelle will demonstrate:

  • How high-performing managers create clarity of task for the salespeople they manage
  • How to ensure seller effort is spent on the most important sales activities
  • The elements of effective coaching and how to coach to ensure maximum impact of coaching effort
  • How the most successful managers structure their coaching conversations to drive consistent and effective execution
  • How top-performing managers leverage limited coaching time for maximum value to their sales teams
  • The importance of formalizing sales coaching to create consistent coaching practices
  • The common pitfalls organizations fall into when attempting to create a coaching culture and how those efforts impede the very culture they are trying to create

Leave this webinar with a clearer understanding of sales coaching, as well as guidelines to determine why, what, how, when, and where to coach for maximum impact. The insights from this research provide the most practical guidance ever for managers that want to increase the effectiveness of their coaching.

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