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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
It was Monday, September 17, 2012, and Peyton Manning had just completed one of his worst games as an NFL quarterback. The four-time MVP had thrown three interceptions in the first quarter alone, on the way to a 27-21 loss to the Atlanta Falcons.
It was assumed that Manning’s poor play was...
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Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it's a code word for a sales operations group; other times, it's code for sales training. CRM can come into it, as can other technology. So what does...
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Ask most sales leaders how important coaching is to their sales forces, and they’ll respond with a resounding "Sales coaching is critical!" Ask most sales managers how important coaching is to the performance of their sellers, and they too will throw a vote for "Critical!"...
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Sales forecasting is an activity that consumes an enormous amount of management’s time, yet few organizations are happy with the accuracy of their collective forecasting efforts. So how is it that sales forces can expend so much effort on forecasting and still produce revenue predictions that...
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I was recently at a soccer tournament with my 12-year-old son. His team had won its first few matches and was in the semi-finals. The stakes were high: win and move on, or lose and go home. The kids were playing well but losing by one goal with only a few minutes left in the game. Their coach,...
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It should be no surprise to learn that nearly every company in the world maintains a sales pipeline. However, you might be surprised to learn that very few companies think they’re any good at managing it.
In research we conducted with the Sales Management Association, 63% of executives said...
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If you’ve read Cracking the Sales Management Code, or follow my writing, you know that sales managers can only truly control one thing: The activities of their salespeople and themselves.
Sales managers can’t control business results like revenue growth, because many things influence that....
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CRM (Customer Relationship Management) systems have been with us for decades, yet most sales forces don't get the most out of theirs. I see this with small businesses and large global clients. It's a big investment with little adoption. It has high expectations and low perceived value....
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When we interview sales managers as a part of our client engagements, we often ask them to tell us their biggest management challenges. The responses we’ve heard recently are fairly consistent: high spans of control, lack of administrative support, and too little time to coach their reps, just to...
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