Vantage Point’s Sales Leader’s Guide to Greater Sales Effectiveness argues that modern sales leadership is harder because sales teams are now measured and managed with CRM, analytics, and higher expectations for disciplined execution. The guide centers on three make-or-break responsibilities for sales leaders: pipeline management (get the right deals in, weed bad deals out, win the ones you pursue), sales coaching (the most direct lever for better field execution, but often not measured or enforced), and sales forecasting (important for visibility and planning, but most valuable when used to inform pipeline and coaching actions). It also stresses creating an effective, balanced management rhythm—formal, planned conversations on account/opportunity/territory strategy rather than reactive firefighting—plus treating training as a shared change initiative that senior leaders must reinforce. Finally, it frames CRM as a catalyst for customer-centric selling when adoption is tied to clear metrics, automation reduces admin burden, and intelligence is embedded into daily workflows.

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