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Research Brief: Salesperson Retention and Turnover

31 March 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.

Webcast

Research Update: Sales Force Attitudes Towards Forecasting

30 March 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 for a fascinating look at an infrequently considered but critical influence...Read more

Research Brief

Research Brief: Salesperson Development Priorities

29 March 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 importantly, it investigates the alignment between management's priorities (suggested by the first question), and the...Read more

Webcast

Research Update: Salesperson Development Priorities

24 March 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 answer the question, What makes an effective salesperson?...Read more

Webcast

Optimizing Sales Management Processes

23 March 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 how successful firms implement effective management process.

Webcast

Creating and Validating a Sales Content Map

17 March 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, prioritizing needs, and positioning content where sales and marketing teams can make the most of it, while developing...Read more

Webcast

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

16 March 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. This webcast focuses on how technology enabled analytics can focus...Read more

Webcast

Harnessing Mobile Video to Certify Learning Outcomes

14 March 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 approaches and dramatically improving training outcomes. Topics addressed include: Shortening ramp time...Read more