Why Your Sales Team Isn’t Performing (And It’s Not Their Fault)

Blog, Sales, Sales Management Coaching, Sales Team Hiring, Sales Team Performance / By Helix Sales Development

Your sales team missed targets again. The excuses sound familiar. The market is tough. Competitors cut prices. Prospects won’t return calls. But here’s the uncomfortable truth. If your sales organization isn’t delivering, the responsibility falls on the leadership. Tough pill to swallow? Let’s dig deeper. Leadership Doesn’t Know What To Do Most executives I […]

Why Your Sales Team Isn’t Performing (And It’s Not Their Fault) Read More »

The 3-Minute Fix When “Little Things” Are Killing Your Sales Day

Blog, Sales Management Coaching, Sales Team Performance / By Helix Sales Development

Have you ever had a perfect sales day ruined by something small and stupid? Last week, I lost a full hour of productivity because someone cut me off in traffic. ONE HOUR! Not because of the incident itself (that took 3 seconds), but because I couldn’t let it go. My mind kept replaying it. My

The 3-Minute Fix When “Little Things” Are Killing Your Sales Day Read More »

The Culture Mirror: Why Your Company Reflects Your Leadership

Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance / By Helix Sales Development

Have you ever thought about why some companies feel lively? Yet others seem to drain your energy as soon as you enter? The uncomfortable truth is your culture is a direct reflection of leadership behavior! It is not coming from your mission statement or office perks. Paint vs. Patina: What’s Your Company Wearing? During a

The Culture Mirror: Why Your Company Reflects Your Leadership Read More »

The $15 Million Lesson in Humility

Blog, Sales Management Coaching / By Helix Sales Development

Early in my commercial real estate career in NYC, I lost a deal that still makes me cringe when I think about it. Not because the client was difficult. Not because we didn’t have the right space. But because my ego got in the way of serving the client. I was working with a major

The $15 Million Lesson in Humility Read More »

Why Your Sales Team Is Stuck? (3 Ways to Fix It)

Blog, Sales Management Coaching, Sales Team Development, Sales Team Management / By Helix Sales Development

What’s the scariest sound sales? Silence, after you ask a rep an accountability question? Silence when you ask your team why deals aren’t closing. The silence when you bring up their pipeline projections in your weekly meeting. Or maybe it’s the endless noise of excuses, blame-shifting, and disjointed processes. Either way, these are red

Why Your Sales Team Is Stuck? (3 Ways to Fix It) Read More »

Your Price is Too High!

Blog, Sales Management Coaching, Sales Team Performance / By Helix Sales Development

“Your price is too high.” If you’re in sales, you’ve likely heard this line before. It’s the dreaded phrase that makes your heart race and your palms sweat. But what if I told you that this isn’t an objection at all? In fact, it’s not even close. It’s a statement, a tactic, and a chance

Your Price is Too High! Read More »

8 Tips for Your Sales Team’s Engagement with Your CRM

Blog, CRM, Membrain, Sales Management Coaching, Sales Team Development, Sales Team Performance / By Helix Sales Development

I have a sales confession. I have used one form or another of a CRM since 1987. In fact, I was a newly minted commercial real estate broker (salesperson) in NYC. I created my own database with my Macintosh! I did this not because I was cutting edge. No. I needed help managing 400 dials a day.

8 Tips for Your Sales Team’s Engagement with Your CRM Read More »

Transforming Risk Signals into Sales Triumphs

Blog, Sales Management Coaching, Sales Team Development, Sales Team Hiring, Sales Team Performance / By Helix Sales Development

Several months ago, I was approached by a business owner from the security and life safety industry who was determined to make a significant shift in revenue within a challenging 90-day window. This ambitious leader wasn’t just looking for marginal improvements; he was committed to identifying key priorities that required immediate correction, taking decisive actions,

Transforming Risk Signals into Sales Triumphs Read More »

The Data-Driven Playbook for Elevating Sales Team Performance

Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance / By Helix Sales Development

You’re a business owner. You’re working to scale your business. You’ve likely invested heavily in building a strong sales team. Yet, despite training programs, high pay, and top resources, your team still struggles. You face fierce competition and fast-changing markets. You can’t afford anything less than an elite sales force. The missing ingredient? An intentional,

The Data-Driven Playbook for Elevating Sales Team Performance Read More »

A Proven Sales Management Framework…

Blog, Sales Management Coaching, Sales Team Management / By Helix Sales Development

A sales manager, plays a crucial role in driving your team towards success. But, sales management is complex. It requires a strategic and clear framework. Over the past decade, I’ve refined a Sales Management 90-Day Program. It has always delivered results. I share with you five of the key components of my framework. Each will

A Proven Sales Management Framework… Read More »