The Sales Agility Code
Deploy Situational Fluency to Win More Sales
Learn and replicate what the highest-performing Sales People do to succeed in an unpredictable and ever-changing market.
- Shift to a buyer-focus perspective and assess customer situations from multiple perspectives
- Make sense of buyers’ situations by considering and weighing all available data and your own insights
- Choose a sales approach that aligns with the customer situation with your prioritized sales objective
- Execute a variety of sales tactics that will move the sales opportunity forward
- Make in-the-moment adjustments as the buyer’s situation evolves
With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.
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Cracking the Sales Management Code
The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force.
Proven Sales Coaching Tactics for Breakthrough Performance
Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:
- Provide clear direction for sellers on how to get to quota―for all sales roles
- Ensure effective execution by coaching the right things, in the right measure, executed the right way
- Assess seller performance and make timely course corrections
About the authors
Michelle Vazzana is Cofounder and Chief Strategy Officer at VantagePoint Performance, the only agile sales performance company delivering diagnostic-based training and consulting solutions grounded in the latest academic-led, agile sales research.
She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Vazzana is also author of Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.
Vazzana is a prolific researcher and sought-after speaker on the topic of sales management and sales agility. Vazzana has conducted the most extensive research to date on the topic of sales coaching practices and sales agility. She has more than 32 years of successful sales and management experience.
Michelle earned a Bachelor of Science degree in computer science, a Master of Science in organizational effectiveness, master’s certificates in both Instructional Systems Design and Total Quality Management. Michelle earned her Ph.D. in Organizational Psychology with a focus on sales management practices.
Michelle and her family currently reside in North Palm Beach, Florida.
Lisa Sottosanti Doyle is Global Strategic Consultant for Imparta, a global leader in performance improvement for customer-facing teams.
Imparta purchased VantagePoint Performance in late 2023. She is an organizational psychologist, renowned coach, and talented instructional designer. Lisa is passionate about finding the best ways to action the insights uncovered through ongoing research.
Her passion and dedication ensure that the training and enablement solutions offered by Imparta empower better decision making within the sales force, driving high-impact execution in a way that is flexible and agile.
Her belief that each person brings rich experience and perspective that can be expanded rather than replaced ensures that Imparta’s solutions honor and leverage the existing skills and talents of those we train and support.
In her free time, Lisa also runs a private coaching practice and spends time with her husband and three adult children and their dog.