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Michelle Vazzana
Michelle Vazzana is a founding partner at Vantage Point Performance, a global sales management training and development firm. Vazzana is also co-author of Cracking the Sales Management Code. She is a sought-after speaker on the topic of sales management and leadership and has more than 28 years of successful sales and management experience. Sign up for Vantage Point’s newsletter to stay up to date with the latest manager research and best practices.
In my previous post, I discussed how sales training is at last shifting from sales reps to a role with far greater impact—sales managers. This is good news as elevating sales manager performance has a direct impact on the bottom line. The top quartile of sales managers get 18% more of their reps to...
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At last! After many years of wishing and cajoling and looking hopefully under the Christmas tree, 2016 brought us what sales organizations have long needed: a shift in focus from training sales people to training sales managers. It’s a shift that has significant implications for the productivity...
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As a sales executive, you put the execution of your company’s go-to-market strategy in the hands of the sales force. However, the more your team grows, the more you might feel that you’re out of touch with what is happening on the front line. You may become more reliant upon reports to supplement...
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The primary outcome of research for our book, Cracking the Sales Management Code, was the discovery that sales managers can only manage the activities of their salespeople. They can’t manage their sellers’ revenue. They can’t manage whether or not customers buy from their salespeople. In short,...
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