If you’re a couple of quarters into the year and your sales team is not attaining their goals or quota targets, here is what you can do. Use the framework of focusing on the 5 key elements of sales management or the 5 P’s – People, Planning, Process, Pipeline and…  Read More >

When you are hiring new sales reps, what traits are you looking for?  I typically try to look for the 5 traits below (these are the primary and the most important ones but there are others too) which have worked for me and will typically be useful for identifying effective sales…  Read More >

A few years ago I was a speaker at the American Association of Inside Sales Professionals event, and one of the attendees followed up with me and asked me how I would define selling in today’s day and age. To me, the answer has not changed from thousands of years ago.…  Read More >

As you browse the shelves at your local Barnes and Noble (or the digital shelves of your Kindle), it can be hard to decide which sales management books you should pick up for your summer beach vacation. Each of them, with their shiny jackets and similar-sounding names, looks just like…  Read More >

If someone asks you whether you have a good sales team or not, what objective criteria or sales metrics could you use to say that you do? Most people look exclusively at results, rather than inputs, and answer based on whether their sales team hits their number. But here’s the…  Read More >

There are no teachers to assign you summer reading, but that doesn’t mean you should ever stop learning and reviewing best practices in sales management. There are many insightful books on both sales management and selling methods and you must always stay on top in order to build a repeatable,…  Read More >

Sales management is a difficult endeavor to master, with many nuances amid a constantly-changing environment. Enter Jason Jordan, an author, recognized thought leader and a partner of Vantage Point Performance, a leading sales management training and development firm. Jason wrote “Cracking the Sales Management Code: The Secrets to Measuring and…  Read More >