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Fractional Sales Leadership Blog

Can Checklists and Milestones be the Foundation of Sales?

Walter Crosby | Sep 03, 2021 | Uncategorized

YES! And combined it’s called the Sales Process. I wanted to write about the sales process because it is the foundation for everything in a sales organization. EVERYTHING. The sales process provides the context for: Milestones (aka KPIs) Quality of Opportunities (aka Deals) Coaching & Role Playing There is a real correlation between a widely […]

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Are You Prepared to Coach on the Spot?

Walter Crosby | Aug 20, 2021 | Sales Management Coaching, Sales Team Management

Coaching opportunities are not always planned.  There is a knock at the door, “Do you have a minute?”. These days this may present as a Slack or Teams call.  Here’s your opportunity to help, lead, and coach. In the 1970s, there were a series of commercials about the Shell Answer Man. Consumers were taught to go to […]

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Accountability: A Guide for Your Sales Team

Walter Crosby | Aug 06, 2021 | Sales Management Coaching, Sales Team Performance

A body of men holding themselves accountable to nobody ought not to be trusted by anybody.  -Thomas Paine This applies to sales organizations as well as shenanigans in D.C. Each salesperson must think about their role differently plus take ownership of their actions and the results.  Leaders need to motivate the team to do this […]

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How Does Your Sales Team Think?

Walter Crosby | Jul 29, 2021 | Sales Management Coaching, Sales Team Development, Uncategorized

How do you WANT your sales team, both your salespeople and sales managers, to think about your prospects, your customers, and the opportunities in their pipeline?  Does the way your Sales Manager thinks about these things help or hurt their success?   Change the way the sales team thinks about your stakeholders and their opportunities, […]

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Hey Salespeople! Stop Thinking So Much and Help People!

Walter Crosby | Jun 20, 2021 | Uncategorized

Help people, don’t sell people to be successful. I applaud when any salesperson practices. When they ask to do it as a part of our coaching session, it’s even better and that’s exactly what happened today. My client asked to role-play sales calls with me, and it was challenging but I give him a ton […]

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Are We More Efficient When We Use Technology?

Walter Crosby | Jun 03, 2021 | Sales Team Performance

  Yes, technology makes us more efficient. There’s the answer—a short blog. Not so fast. In theory, technology makes us more efficient and big tech conglomerates spend major bucks to keep that message coming at us. Society buys into this hook, line, and sinker but does that mean it’s true? First, Let’s Look at the […]

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Mindset Matters!

Walter Crosby | May 18, 2021 | Sales Management Coaching, Sales Team Management, Sales Team Performance

We all know someone who takes everything personally and complains the world is against them. They don’t grasp that outcomes are in large part a result of our efforts and mindset; they see their abilities as unchangeable. Don’t waste your breath getting them to understand because it will go in one ear and out the […]

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The Process is the Path

Walter Crosby | Apr 25, 2021 | Sales Management Coaching, Sales Team Management, Sales Team Performance

Don’t start the road trip without a map (GPS) When we ventured out on a road trip when I was a kid, my father was the driver and my mother the navigator; she had the map. Maps have been replaced with navigation systems but the fundamental principles are the same—they guide you along a path. […]

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When it Comes to Accountability, Always Start with Sales Managers

Walter Crosby | Apr 08, 2021 | Sales Team Management

Frontline Sales Managers are Hugely Under-Leveraged Frontline sales managers can make or break sales teams because they drive accountability and coaching or should be. Do they know how? When the team has seven or fewer salespeople, professional sales management from a competent Fractional Sales Manager is a better choice than no sales manager or even […]

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#1 Role of a Sales Manager? COACH

Walter Crosby | Mar 12, 2021 | Sales Team Management

Sales Manager and Coach Coaching is not complicated, but uncommon. It’s rare to find a sales manager who is a skilled coach and this graphic illustrates the magnitude of the problem. Even when an organization has all the key components, without the thread of coaching running through the sales organization consistent performance is unlikely, and […]

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Sales DNA: Understanding the Building Blocks of the Sales Force

Walter Crosby | Feb 25, 2021 | Sales Management Coaching, Sales Team Management

Humans are made of DNA and these building blocks contain information about our strengths and weaknesses. At HELIX, we have the DNA test for sales organizations!

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The Mystery of a High-Performing Sales Organization.

Walter Crosby | Feb 05, 2021 | Sales Team Performance

Why don’t more CEOs and business owners have high-performing Sales Teams? Why are they missing the mark? There are common areas of frustration for most sales leaders. Hiring salespeople who perform Holding salespeople accountable Inaccurate sales forecasts Missed revenue objectives “Who hiding the secrets to success?” “No one really knows if they’re interviewing a sales […]

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Sales Mindset: It Starts with your Morning Routine

Walter Crosby | Jan 18, 2021 | Sales Management Coaching

Have you ever jumped out of bed in a great mood, ready to take on the day and win? Have you ever woken up pissed off, and your day is ruined before your feet hit the floor?  If either of these is true, we can agree that our Mindset can be influenced. Let’s not take […]

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A PYR Beats an Empty New Year Resolution

Walter Crosby | Jan 05, 2021 | Sales Team Performance

I applaud anyone who wants to improve their health, finances, or relationships. If now is the time, awesome! But please don’t make another empty resolution—try a PYR this year! Spend an hour with a notepad, pen, and your favorite contemplative vice reviewing the past year. You know, a glass of wine or a cigar.  The […]

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Are Prospects Pressuring You? Don’t Make these 3 Mistakes!

Walter Crosby | Dec 16, 2020 | Sales Team Performance

In December, I spend time contemplating what I did well and what I did poorly throughout the year. I consider 4 buckets: health, finance, professional growth, and value-added to my community. My process of contemplation involves a quiet space, a pen, a pad of paper, and a cigar. I will also put my calendar on the […]

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It’s Crunch Time and I’m not Talking About Cookies!

Walter Crosby | Dec 08, 2020 | Sales Team Performance

We’re in the homestretch and many salespeople and sales managers cannot wait until this year is over. I can’t make you feel better about 2020, but I’ll give you a focal point and lend you a hand. At HELIX we love December because, traditionally, it is one of our busiest months for closing new business. […]

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HIRE SALES SUPERSTARS: Solutions to 3 Common Mistakes

Walter Crosby | Nov 23, 2020 | Sales Team Hiring

At Helix, a significant part of helping growth-minded CEOs and business owners is finding salespeople who will be successful. Here are 3 mistakes (and their solutions) to help you hire better. Attracting the wrong salespeople to the hiring process. I have a recently divorced friend, Paul who decided he was ready for romance. Paul’s plan […]

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Key Metrics to Drive Revenue Objectives

Walter Crosby | Nov 09, 2020 | Sales Team Performance

Do you know what the right metrics are for your role in the company?  A front-line Sales Manager’s dashboard should vary greatly from the CEO’s because their influence and control are much different. Metrics must focus on what each role can influence and control. Are you Measuring What Matters? We are surrounded by metrics, but […]

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Hey Sales Managers! Need Help Managing Your Remote Team?

Walter Crosby | Oct 19, 2020 | Sales Team Management

I started Helix Sales Development to give Sales Managers a fighting chance. Every department in an organization is managed because the outcomes are better with a leader providing guidance and feedback. Sales is no different. Unlike other departments, like Finance, Sales does not have a universal language or established agreed-upon principles. Why is this a […]

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Data-Driven Decisions in Uncertain Times

Walter Crosby | Oct 05, 2020 | Sales Management Coaching, Sales Team Performance

COVID-19 is a serious health issue that has had devastating impacts on individuals, families, and communities. There have been wide-ranging strategies around the world from complete lockdown with military enforcement to providing guidance for behavior and everything in between. Many have kept people safe but often to the demise of local economies and small businesses. […]

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5 Tips for Awesome Customer Service

Walter Crosby | Sep 14, 2020 | Uncategorized

Did you know it’s 5 times more costly to gain a new customer than it is to keep a current one?  If it is less expensive to retain a customer, it makes the most sense to focus on keeping them.  Here are 5 ways to help your salespeople build relationships and keep existing accounts. 

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Hiring the Right Salesperson: A Proven Process vs. Your Gut

Walter Crosby | Sep 07, 2020 | Uncategorized

Sales Hiring-Your gut is good at many things: warning you, sensing emotions, and digesting chili. But is it the solution to hiring the right salesperson? Let’s explore.

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Why You Should Shorten Your Sales Cycle

Walter Crosby | Sep 01, 2020 | Uncategorized

A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order. If you could shorten your sales cycle by 30% or more, what would occur? More sales in less time. Your pipeline would be leaner. Revenue growth would explode. So, what does it […]

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No Bargains When Hiring Top Salespeople

Walter Crosby | Jun 24, 2020 | Uncategorized

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Walter Crosby | Apr 24, 2020 | Uncategorized

Amplification.  Amplification is what is happening right now in your sales organization just as it does in high profile sporting events.  Just as in sports, there are winners and losers.  Those who get better, and those that don’t. Everything about the Superbowl is amplified.  It starts in the playoffs. If you don’t like football, pick […]

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5 Tips For Selling During A Time Of Crisis

Walter Crosby | Mar 24, 2020 | Uncategorized

As a CEO, a sales leader or a salesperson you have more control of what you believe, what you do and how you behave. You may feel powerless, but you are not. It is incumbent upon you to manage your reaction; regardless of the underlying cause of the crisis.

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What Does Poor Parenting Teach Us About Sales Accountability?

Walter Crosby | Feb 10, 2020 | Uncategorized

Poor behavior in children and poor accountability with a sales team have a lot in common.  The common link isn’t the poorly behaved children nor salespeople who don’t hit their numbers.  The commonality is the mindset of the parent and the business leader.

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6 Tips for Coaching Under-Performing Salespeople

Walter Crosby | Jan 16, 2020 | Uncategorized

Sales Managers must coach and manage sales reps who are not meeting expectations.  It is part of the job of any Manager, and it is critical to growing a sales team.  Accepting mediocre or poor performance affects the entire team and the culture of the sales organization.  Mediocrity is the enemy of success. Here are […]

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Is Your Sales Team Taking December Off?

Walter Crosby | Nov 26, 2019 | Uncategorized

  Can we talk about a HUGE problem with Sales Organizations?    The problem is just like the marketing of Christmas, it starts earlier every year.  The problem is Excuses from amateur salespeople!  Excuses to NOT to do their job during the Holidays!!!! It works like this: Salespeople make Excuses.  Sales Managers accept Excuses.  CEOs tolerate Excuses. […]

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Sales Planning & The V8 Engine.

Walter Crosby | Nov 03, 2019 | Uncategorized

  There are five basic steps to achieving your sales goals. Use the ideas as you do your planning for 2020. The Gap. You must understand where you are today and where you want to be.  This cannot be a vague notion.  This is not just about the revenue amount, focus on the emotions and […]

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How To Handle 2 Common Objections With A Sales Prospect

Walter Crosby | Sep 23, 2019 | Uncategorized

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What Should The First 90 Days For A New Sales Hire Look Like?

Walter Crosby | Sep 06, 2019 | Uncategorized

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DIY Sales Hiring For Business Owners And Sales Leader

Walter Crosby | Aug 29, 2019 | Uncategorized

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Sales Manager’s Guide to Leading Effective Weekly Coaching Sessions

Walter Crosby | Aug 15, 2019 | Uncategorized

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Who is Coaching Your Sales Managers?

Walter Crosby | Aug 01, 2019 | Uncategorized

  Businesses have managers because there is a return on investment in managing the process, regardless of the department.  Chaos would ensue were it not for management. Most department managers have a common language, set of standards, principles, and Laws. Accounting, Finance, Audit, Legal, Operations, Manufacturing, Engineering, Human Resources, and Marketing each have a unique […]

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Why Salespeople With Happy Ears = Weak Sales

Walter Crosby | Jul 15, 2019 | Uncategorized

  Weak salespeople have what we call Happy Ears.   Weak salespeople have what we call Happy Ears.  At the first positive words that come from their prospect, they get excited and sound like Sally Fields at the Academy Awards in 1985, “you really like me!” (in case you are too young to remember here […]

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A CEO’s Story of Change

Walter Crosby | Jul 03, 2019 | Uncategorized

  Once upon a time…   Once upon a time in the Land of Manufacturing worked as a CEO, Charlie Wilson. He as the CEO of Big Blue Widgets.  The most successful Widget maker in all the Land. Charlie worked hard developing a strong brand that represented the highest quality widgets in the Land of […]

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5 Useful Questions to Ask the Sales Organization

Walter Crosby | Jul 13, 2021 | Sales Team Performance

Five Useful Questions by Seth Godin was my inspiration—read it! These are big questions every salesperson must answer before they can perform effectively, but no one usually asks, and even fewer answer.     What is the real problem with my Sales Forecast?  Salespeople are accepting the first answer from the prospect when they need to […]

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