How to do a ride-along, without the the ride

Marc Miller Complex Sales, Sales Coaching, Sales Training, Selling Effectiveness 2 Comments

Choosing the right sales training isn’t enough. To generate results, you must provide reps with ongoing feedback for 1-6 months after training. Ongoing feedback makes sales training stick There are 2 ways for providing ongoing feedback. Traditional Way:  Have Sales Managers observe actual field calls post training.  This is the “slow, costly, and inconvenient” way. Digital Way:  Have Sales Managers …

Is Recording Field Sales Calls Realistic?

Marc Miller Sales Training 1 Comment

Sales leaders quickly grasp the potential value of recording field sales calls.  Simultaneously, they want to know: How do prospects react when one asks permission? -Favorably – it’s a non-event. Do customers clam up? -They remain surprisingly candid. Do salespeople resist? -Only those who lack a growth mindset.   Why Recording Field Sales Calls Matters Sales leaders must have a …

The 2 Types of Sales Knowledge

Marc Miller Sales Training, Uncategorized 2 Comments

How do you transfer the know-how in your top sellers’ heads to your average reps?  The answer starts with understanding the differences between two very different types of knowledge. Explicit Knowledge Think of explicit knowledge as things like facts, product knowledge, and figures.  For example, your CRM contains loads of numbers, addresses, contacts, leads, and opportunities. These are all forms …

How to Retain & Develop Millennial Sales Reps

Marc Miller Sales Training 1 Comment

Sales VPs are rightfully concerned with developing and retaining top performers.  Millennials are the largest demographic emerging in the workforce and Millennial sales reps are particularly fickle. Rep turnover is a costly and frustrating problem.  This post explores what makes these reps tick – so you can get and keep the best players.   2 Key Traits in Millennial Sales Reps …

Arming Champions to Sell Your Solution – Part 2 of 2

Marc Miller Sales Training 2 Comments

Last week, we examined the importance of equipping Champions with tools to sell your solution to key stakeholders inside their own organizations.   Today, we examine a way to provide a customized, shareable video of prospects’ exact situation.  Where does a rep get this video?  He created it during the actual sales call… Providing clients with a shareable custom video summary …

Arming Champions to Sell Your Solution

Marc Miller Sales Training 1 Comment

Helping buyers reach a “collective yes” takes longer and costs more money than ever before.  The average B2B decision involves 5.4 buyers, each with their own perspective.  Moreover, they likely each represent an entire buying group with differing opinions.  Selling teams must sell their value proposition not once, not twice – but many times over.  Nearly 80% of sales leaders recently …

Deal Coaching & Bill Belichick

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Deal coaching has an impact on winning large deals right now.  That makes it the most important thing a sales manager does. Great deal coaches could learn from Bill Belichick’s playbook, head coach of the New England Patriots.  He’s considered the BEST coach of the BEST team in the NFL (personal disclaimer – I am a Browns fan still awaiting …

Sales Messaging & The Adoption Problem

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Creating good sales messaging is important.  What’s even more important than message creation is message execution.  Field execution and adoption are the weak links in any new sales messaging initiative.   In other words, there is no effective way to ensure consistent field message delivery to customers and prospects. The biggest challenge facing complex solution companies today:   how do sales managers …

Time-Shifting Sales Coaching

Marc Miller Sales Training 7 Comments

The biggest non-secret in sales management today is that little field coaching actually happens in complex sales organizations.  What used to be is no more.   New job realities have overburdened and overwhelmed sales managers.  As a result, field coaching rarely gets done due to the constraints of time, distance, and travel. The good news is that time-shifting solves the field …

A Tale of Two Coaches

Marc Miller Sales Training 2 Comments

This is the story of two sales managers who want to improve the selling effectiveness of their teams – but go at it in two VERY DIFFERENT WAYS. You be the judge which drives the best results. Our first sales manager, who runs the east region, flies to Boston for two days of diligent, vigorous four-legged coaching calls.  Our second …