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Michelle Vazzana

Michelle Vazzana
Michelle Vazzana is a partner at Vantage Point Performance and co-author of Cracking the Sales Management Code. Vazzana has more than 28 years of successful sales and management experience in the major account environment. For more information, visit www.vantagepointperformance.com.

Connecting the Dots: Sales Coaching Leads to Quota

If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what...

Are Your Sales Managers Coaching for Correction or Coaching for Growth?

Do your sales managers find the topic of sales coaching to be ill defined and confusing? If they have had more than one training...

3 Antidotes for 3 Common Sales Coaching Failures

Sales coaching is not a one-size-fits-all affair. When sales managers gain clarity regarding the specific types of activities that matter most for the sellers...

What Are Sales Managers to Coach? Behaviors, Skills, Activities, Oh My!

When it comes to sales coaching, the mandate from the executive level for front-line sales managers is to coach, coach, and then coach some...

Are Decision-Making Skills Innate or Learned By Salespeople?

Are your sellers natural-born decision makers? Or is decision making a learned skill? While some people may be naturally adept at making decisions, it...

Is Conventional Wisdom About Sales Coaching Wrong?

If I asked you if you coach your sellers, what would be your response? If you are like most sales managers, you would respond...

How Sales Managers SHOULD Spend Their Time?

If sales managers could just put in an order for more time and have it arrive at their office door, all would be well...

5 Tips to Foster Independence in Your Sales Force

Sales management is meant to provide direction, tools, and resources to help sellers succeed in their role, but there’s such a thing as too...

What is Coaching, Anyway?

We were recently presenting at an industry conference, and someone from the audience asked a simple but consequential question.  She said: “You know, we...

What Your VP of Sales Job Description Reveals About Your Company

You can learn a lot by examining the job descriptions of sales leaders. In fact, you can discover what is expected of leadership, how...

What’s Missing From Your Training on Sales Coaching?

A sales manager’s entire attention is focused on leading a sales force to achieve specific organizational business objectives and goals, yet there is something...

Leadership or Sales Management Training… Which Do You Really Need?

When a sales manager gets promoted, it’s typically because he or she was a very successful salesperson. However, many of the skills that made...

Can Sales Process Win the Hearts and Minds of Sellers?

The concept of ‘winning the hearts and minds’ of your sales force is becoming popular in the world of sales training. As we discussed...

What the Heck Does It Mean to ‘Win the Hearts and Minds’ of a Sales Force?

Sales leaders are increasingly saying that they want training that wins the “hearts and minds” of their sales force, but what the heck does...

4 Secrets to Making Sales Management Training Stick

Sending sales managers through intensive training is one thing, but how do you make the training actually stick? Great question. How do you make...

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