Coaching the Sales Pipeline
Effective pipeline management is critical to sales force productivity. The key to effective pipeline management? The ability of your managers to coach your salespeople through the opportunities in their pipelines…
50 mins
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Sustainable Sales Training:
A Case Study in Making It Stick
We’ve all seen the sobering statistics that sales training begins to erode as soon as you leave the hotel. See how Vantage Point Performance and GE collaborated to prove those statistics wrong…
COMING SOON







Training Sales Managers
Sales managers have come into focus as the pivotal role in driving sales performance. However, developing their unique skill set has challenges that are difficult to overcome if you have traditionally focused only on customer-facing sellers…
(You will be taken to ASTD’s WebEx site)
51 mins
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Pipeline Anxiety: Size Matters, Right?
How many times have we heard it said… “You need to put more deals into your sales pipeline.” Well, maybe. The size of a sales pipeline is one measure of its health, but most people calculate ‘size’ the wrong way. AND there are equally important measures that are often overlooked …
35 mins + 22 mins Q&A
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The Management Best Practices of World Class-Sales Forces
Research revealed to us the 4 best sales forces in the country. We will reveal to you what we learned they were doing differently…
24 mins
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Coaching by the Numbers: Using Metrics to Drive Higher Performance
CRM provides lots of data to sales managers every day, but how do they actually use those numbers? Learn an innovative coaching framework…
(You will be taken to ASTD’s WebEx site)
64 mins
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Metrics, Processes, and Performance Management
With CRM came the ability to report boundless metrics. But do reports make you a better manager? Only if you know how to use those metrics to align sales rep behaviors with your desired business results…
87 mins
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The Perfect Pipeline
Pipeline management is a critical activity in most sales forces. Yet, few companies are satisfied with the size of their pipelines or the accuracy of their forecasts. Our research reveals why: Conventional pipeline management strategies are incorrect and counterproductive…
26 mins + 10 mins Q&A
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