Jason Jordan is a partner at Vantage Point Performance, a sales-management training and development firm, and co-author of Cracking the Sales Management Code (McGraw-Hill, 2012). Jordan also teaches sales and sales management at the University of Virginia’s Darden Graduate School of Business.
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Training that brings your least performing sales manager up to the level of your top people has a huge return.
Frontline managers have to make average performers better and not simply coast on what their top person's results.
Customer Relationship Management
The focus shouldn't be on improving CRM technology. It should be on revolutionizing the sales force's ability to use the data it provides.
Research shows that effective pipeline strategies may boost revenue as much as 18 percent.
The forecast methodology used by most companies only works for some companies. Happily, simpler methods matched to your sales process are more reliable.
Leaders can have a significant impact on the success or failure of their sales force by focusing on achieving specific numbers.