Joining me on this episode of Accelerate! is Jason Jordan, partner at Vantage Point Performance, a sales training organization that focuses on sales managers, and author of the bestselling book, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Among the topics Jason and I discuss are why there needs to be more investment in training sales managers, how we can only manage activities not outcomes, and strategies sales leaders can use to to improve the sales performance of their teams.
[2:10] Jason discusses what motivated him to write his book, Cracking the Sales Management Code.
[4:49] A study by Vantage Point found that only 17% of the most commonly used sales metrics measure behaviors or activities that salespeople actually can control.
[6:20] Jason discusses how in sales we measure many activities out of convenience; without having the right data or an understanding of how to use the data to manage the sales force better.
[7:38] Our ability to collect and report data has accelerated faster than our ability to use it. How is this related to a fallacy Jason believes a lot companies operate under?
[8:55] How the best systems, as measured by adoption and impact, are the ones that have fewer reports—not more.
[13:27] Why sales is an art, but sales management is a science.
[16:48] Why sales needs to cut through the clutter of CRM/big data, and simply focus on the important things that we have direct control over.
[18:29] Andy and Jason discuss some of the experiences they have encountered relating to how to improve sales performance.