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 […]
Blind Spots Cause Awful Sales Conversations Read More »
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
How does a skeleton help improve your revenue forecast? Read More »
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
“My Salespeople Cannot Close!” Read More »
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
Are You Prepared to Coach on the Spot? Read More »
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
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.
The Process is the Path Read More »
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
When it Comes to Accountability, Always Start with Sales Managers Read More »
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
#1 Role of a Sales Manager? COACH Read More »
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!
Sales DNA: Understanding the Building Blocks of the Sales Force Read More »
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
Hey Sales Managers! Need Help Managing Your Remote Team? Read More »