We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps. Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the...Read more
Blog Post
Your Incentives Plan May Be Bringing Down Your Revenue: An Interview with Lindsay McGregor
20 October 2016
It’s a reality we’re all facing as more and more millennials enter the workforce: commissions and bonuses are no longer a sales reps’ biggest motivator. In some situations, your incentive plan may actually be hurting your company’s revenue. Lindsay McGregor and Neel Doshi have conducted extensive research, questioning thousands of...Read more
Webcast
From Boss to Coach: Turning Great Sales Managers into Great Coaches 
19 October 2016
Register to read full article
Success in sales isn't based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. Unfortunately, few managers are well equipped to understand a salesperson's internal drivers/barriers, much less have a meaningful discussion about them. Sales leaders end up ignoring the...Read more
Webcast
Research Update: Investment in Salesperson Skill Development
13 October 2016
Register to read full article
Sales forces are change-intensive organizations. With each new shift in market demand or buyer preference, sales organizations may change sales messaging, sales performance expectations and job descriptions; in some cases, firms may even recast fundamental assumptions of how their salespeople deliver value to customers. Managing through this kind of change...Read more
Conference Archives
With a digital sales playbook, salespeople can easily find the right messaging and content, in context, right when they need it. In this session we provided a framework on how to take your existing sales messaging and content, link it to each sales process stage, and ensure its effective delivery...Read more
Webcast
Five Signs You Need to Graduate from Sales Effectiveness
28 September 2016
Register to read full article
You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the Revenue Growth...Read more
Channel partners are difficult to reach, and competition for channel mindshare intense. Reaching channel sellers with messaging, training, and marketing collateral is essential to enabling a productive channel. In this webcast, we reviewed key elements of effective channel enablement strategy and practical initiatives for maximizing access, coaching, and engagement with...Read more
Become a member
Become a member
Underwriters Learn more
