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Jason Jordan
Jason Jordan is a partner of Vantage Point Performance, the leading sales management training and development filrm. He is a recognized thought leader in the domain of consultative selling and conducts ongoing research into management best practices in hiring, developing, measuring, and managing world-class sales organizations
Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about. Communications will be...
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It has often been said that coaching is the most important thing that never happens in a sales force. Sadly, study after study of ours confirms this fact – sales managers don’t coach as much as they need (and want) to. Of course, this begs the question: Why not? Is it because sales managers don’t...
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Sales forecasting is a hot topic. From allocating company resources to communicating expectations to investors, sales forecasts play a key role in maintaining a healthy enterprise. Over the past two years, in conversations with senior sales executives, most have expressed anxiety over their team’s...
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I recently had a conversation with both the Director of L&D and the RVP of Sales for a large global company. The topic: how to improve the company’s ability to manage its sales pipeline. The L&D director was keen on our pipeline management training program since her company was struggling...
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If I asked you to name the most important tool in your sales force, what would your answer be? Your incentive plan? Your sales process? Sales training? CRM? While all those things are certainly important, they are not the most important tool you have to boost your sales performance. That honor goes...
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Ordering up some sales training when performance is lagging is like ordering a cup of coffee when your afternoon energy fades: it’s automatic. It’s been done for so long and seems such an obvious solution that no one questions it. If your sales force isn’t delivering the results you need, train it...
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I've learned a lot about sales management from being a parent. Take forecasting, for example. Mid-way through each grading period, I obsessively interrogate my children about their current grades. Have their tests to-date yielded A's, B's, or (hopefully not) C's? What tests do they have remaining?...
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Imagine you must knock down 10 dominoes. What is the most efficient way to do that? Most people would go straight to the obvious solution: Line up the dominoes one behind the other, knock over the first one, and allow physics to handle the rest. I don’t know anyone who would choose to line them up...
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In my previous article I explained why, when it comes to CRM reports, less is more. Much more. In most companies, salespeople and sales leaders are inundated with data from their CRM systems, and the resulting information overload drives them crazy. In the few organizations I know that have taken...
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