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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Oct 12, 2016

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.         

 

 

KEY TAKEAWAYS

[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.

 

CONTACT Jason Jordan

Website: Vantagepointperformance.com

Book: Cracking the Sales Management Code,  by Vantage Point partners Jason Jordan and Michelle Vazzana

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