Feb 1, 2023 | Blog, Sales and Cigars, Sales Management Coaching, Sales Team Development, Sales Team Performance
What is the Goal of Your Prospecting Call? Having a goal of an outbound prospecting call is critical to success, but what should the goal be? If you are in a one call, transactional business, the objective is to make a sale and this blog post isn’t for you. Keep...
Jan 15, 2023 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Performance, Uncategorized
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...
Dec 1, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Performance
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...
Nov 15, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance
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...
Nov 1, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance
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...
Oct 15, 2022 | Blog, Sales Management Coaching, Sales Team Development, Sales Team Management, Sales Team Performance
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...