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7 April 2017
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Webcast
Research Update: Salesperson Learning Preferences 
6 April 2017
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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 more specific communication media such as web, print,...Read more
Webcast
Research Update: Salesperson Retention and Turnover
3 April 2017
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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 of salesperson churn, methods used by organizations to...Read more
Research Brief
Research Brief: Salesperson Retention and Turnover
31 March 2017
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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
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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
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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
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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
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.
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