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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
Not long ago, I was talking with a group of executives about CRM adoption. It’s a problem as old as CRM itself: Leaders invest thousands or even millions of dollars in a CRM system anticipating they’ll now be able to make better, data-driven decisions and improve forecasting—yet their field reps...
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Leading up to Dreamforce this year, I blogged on five deadly trends that we see in sales management:
1. Inspection versus coaching
2. Lack of common language
3. Data overload
4. Sales role specialization
5. High demands on sales managers
It occurs to me that there’s one more...
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In this final installment of our five-part series about troublesome sales management trends, we look at the constant demand on a sales manager’s time. Sales managers are in demand by sales reps who want them to solve their problems. They’re in demand by their sales reps’ customers who want to shake...
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Once upon a time, there lived a salesperson called Generalist. Generalist was capable of doing a bit of everything in sales at her company, and she’d enjoyed a very long and successful career selling the company’s complete product line across a broad range of customer types. All was good for...
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This is the third in a new series of blogs where we identify 5 deadly trends that are hobbling sales management and then provide tactical ideas for overcoming with each one. See Trend #1 here and Trend #2 here.
We continue our series of deadly sales management trends with an innovation that falls...
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This is the second in a new series of blogs where we identify 5 deadly trends that are hobbling sales management and then provide tactical ideas for overcoming with each one. See Trend #1 here.
If there is a single, unrecognized issue that we see holding back the evolution of sales management, it...
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Are you in sales management? If so, we believe you have one of the most important and challenging roles in your company. Unfortunately, we find that most sales managers have strong forces working against them that limit their effectiveness and impact. Even worse, many of these forces are the...
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It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my...
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In a previous blog post, I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win a soccer tournament. More specifically, he shouted: “Come on guys… We really need this one.” Yeah, they already knew that. They already wanted to win...
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