The Sins of Salespeople

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Salespeople fail for many reasons.  But one transgression stands out above all else, one more costly than all the others combined.  And, although maddeningly difficult to detect, it’s simple to correct. What is the sin?  Not the sin of commission, but omission.   Let me explain. Salespeople converse well within their comfort zones – the products & services with which they …

What is a Commercial Conversation Manager?

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In our last post, we discussed the problems associated with lack of visibility into sales conversations.   Sales opportunities are enormously costly and valuable, yet there is very little data around what actually transpires during sales conversations.  With no data, the measurement of sales call quality is nearly impossible.  That makes sales performance very difficult to improve for Sales Managers who …

Making Sales Training Stick via CCM

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I’m a big fan of what many of the Sales Training firms (MHI, CEB, CCS, SPI, Richardson, Corporate Visions, Force Management, etc.) are doing to drive more discipline in selling. Yet, every seasoned Sales Leader understands the Achilles Heel of sales training – too much unknown around field execution. Creating new sales messaging & delivering a cutting-edge training methodology is …

Book Review: The Challenger Customer

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In the commercial sales world, it’s difficult to find any material that introduces new models or competencies that translate to sales impact.   In their new research-based work, I believe the Challenger authors have accomplished just that.  Although the material actually runs counter to some of their previous work, they have broken new ground for Sales & Marketing Leaders looking for …

Why Sales Leaders Must Think Small to Improve Team Batting Average

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What separates the best salespeople from the average majority? In complex sales, the differentiator is batting average. Most sales leaders recognize this – all too well. Yet, few leaders can access information to quickly learn where their salespeople are failing as they engage in business conversations. Solving this problem requires Sales Leaders who can think small – essentially, getting effectiveness …

Sales Training 4.0: The New Way to Train Salespeople

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Are you tired of training salespeople in the new ways of selling – only to get frustrated at the lack of execution in the field? Technology tools now enable Sales Leaders & Trainers to not only solve this problem – but open up an entirely more effective way of training sellers. The new key is flipping sales training upside down …

*Special Post* Traits of Top-Performers in Complex Sales

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For 20 years, we’ve helped complex sales organization hire top-producing salespeople by adding rigor to their sales hiring practices. This discipline stems from a Total Candidate Assessment process we designed from the ground up. We’ve moved on to a new space – helping organizations use empowering technology to hire better salespeople, but it still starts with the assessment process and …

Why Story Telling Is Key to Success in Sales

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Mike Bosworth is a name many of you will likely recognize. As the founder of Solution Selling and Customer Centric Selling, Mike is passionate about selling effectiveness and the sales profession. He cut his teeth at Xerox, and, like myself, became an eventual proponent of the work of Neil Rackham (truly the Father of Professional Selling). Mike now runs Story …

Battling the “Forgetting Curve” in Sales Training

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Training Leaders at the most recent ATD 2015 International Conference were asked, “What is the biggest training challenge you are currently facing?” The question was posed by Jim Brodo of Richardson, a large sales training firm. Of the 170 Training Leaders there, the two biggest challenges were: o Training Reinforcement o Measurement/ROI of Training These two answers are as old …

Don’t Follow the Herd: A New View of Sales Onboarding

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Improving the New Sales Hire Onboarding Process is one of the most straightforward ways to boost sales, lower expenses, and minimize risk concurrently.  Any practice hitting that trifecta deserves a closer look. This blog post will show you why optimizing your onboarding process is a point of leverage for driving bottom line results. Proper onboarding lowers expenses, minimizes risk, and …