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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
Most salespeople know whether or not they're doing the right things to succeed. But sometimes it can be difficult to course correct. Plus, managers may not always be in the best position to offer help.
Salespeople and their managers do a lot during the course of a day, but is all of that...
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SALES PROCESSES, YOU SAY?
Clearly we believe that measuring Sales Activities is a key ingredient to better sales management. However, reporting data on salespeople’s doings is not sufficient to exercise control over a sales force’s performance. To truly exert influence over Sales Objectives and...
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Financial metrics (and in particular Revenue) are the lifeblood of any company. If ample revenue is not coming in the door to squeeze out some profit, then the door will eventually slam shut. And if the revenue coming in is sufficient to keep it open but insufficient to meet the company’s...
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The advent of information systems and reporting capabilities expose the underlying reality that sales management has not evolved into the discipline it needs to be. This lack of development at the sales management level is in part the by-product of a myopic obsession with developing our frontline...
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