How Do You Improve Sales Productivity? Sales productivity is the output from your salespeople. Simply defined sales productivity is the relationship between sales revenue and the cost of sales. Obviously, sales productivity improves when the revenue from each rep is faster than the increases in the cost of sales. The best case scenario is when […]
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You Should be Done with New Year’s Resolutions. New Year’s Resolutions are awesome for Gym owners, snarky media outlets who like to talk and write about resolutions that don’t come to fruition and those people who love to plan to get things done, but don’t take action. New Year’s resolutions are the same as reading
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Your Sales Story Should Not Be a Bedtime Story. Is your sales team sharing a compelling story with your prospects that matters to your ideal customers? Probably not. If I was a betting man, I would wager that your salespeople are talking about your offerings in the context of what the product or service does,
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December is a Time for Action Late December is a time for reflection. Early December is a time for ACTION. Often in late Q4 there is a huge push to close business. The reasons vary. Low performers are trying to reach their revenue goals, some are trying to save their job. Top performers are
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Why Is Joy and Fulfillment Elusive in Our Professional Roles? Uncovering your team’s Working Genius will solve this problem. Understanding your working Genius improves retention; increases productivity; makes meetings better instantly and allows the team to be more effective. One of the big problems in life is that people get into their jobs and
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Blind Spots Cause Awful Sales Conversations Have you ever listened to a call between your salesperson and a prospect? Perhaps you have overheard your rep’s side of the conversation? Are they having a conversation or talking? I hear a lot of sales conversations on a regular basis. What I hear is sad and frustrating because
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How does a skeleton help improve your revenue forecast? I am working from the southern headquarters of Helix for October and November. There is a gentlemen in the neighborhood who loves Halloween. His Halloween decorations are elaborate, and fun. This year it involved a Hi-Lo to set up two 15 feet skeletons. It takes about
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I was working with a sales manager recently on coaching her salespeople; let’s call her Sarah to protect the guilty. Sarah was working with a salesperson who cannot close sales despite consistently advancing opportunities to the proposal stage of the sales process. Many of Sarah’s salespeople had this problem. Sarah was convinced the salespeople
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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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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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