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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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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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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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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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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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.
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