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 …

New DOL Regulation: Threat or Opportunity?

Marc Miller Uncategorized Leave a Comment

The recent Department of Labor Final Fiduciary rule is causing plenty of heartburn among Financial Services sales leaders and salespeople.  It states that salespeople in financial services must tell retirees whether they are making commissions on products.  Everyone is trying to figure how full commission disclosure will impact revenues, penalties, and litigation.  We see it as a fork in the …

The Transparency Trend

Marc Miller Uncategorized Leave a Comment

Has the sales profession just changed forever?  A new rule, the Department of Labor Fiduciary Act, dictates that salespeople in financial services must tell retirees whether they are making commissions on products. Buyers will gain yet another level of power in the sales relationship – the latest step in an ongoing trend.   We’ve been seeing it since the internet age …

The Cost of Sales Ineffectuality

Marc Miller Uncategorized Leave a Comment

Selling effectiveness is the #1 driver of revenue growth. Yet in an increasingly connected world of communication, salespeople are more disconnected than ever around their own communication skills.  Almost all salespeople consider themselves highly effective.  To test this, just ask any salesperson you know whether they consider their own sales conversations just average. Haven’t met one yet! Social psychologists call this …

Exponential Onboarding

Marc Miller Uncategorized Leave a Comment

Onboarding new sellers has become increasingly important AND difficult due to 3 business trends: Information Explosion: Information doubles every 2 years, but sellers’ capacity to handle said information does not. Increased Competition: Today, competition isn’t just your direct competitors, it’s the hundreds of other interesting choices buyers have chasing their time & wallets. Solution Revolution: The migration from selling products …

Are Your Sales Managers “Crystal Ball” Coaches?

Marc Miller Uncategorized Leave a Comment

The traditional process of coaching field salespeople is broken.  Consider the typical sales manager who does 10 monthly “ride alongs” with their team.  Of the 10, expect that: 1-2 are cancelled 3-4 are plain vanilla calls – no learning opportunity here 1-2 require the sales manager to sell to save the call Netted out, only 2 coachable opportunities – a …

The Era of Hyper-Specialization in Sales

Marc Miller Uncategorized Leave a Comment

Just ten years ago, the cowboy seller was still in vogue. Picture a lone sales maverick, running every step of the selling process from A-Z. Those days are GONE. Right now, an information explosion is causing selling organizations to evolve into selling teams – closely resembling the highly-trained pit crews on a NASCAR motor track. Call it the Era of Hyper-Specialized …

“I HATE CRM!”

Marc Miller Uncategorized 2 Comments

Yesterday, I spoke to the head of Sales Ops for a large technology company (Managed Cloud Services) who mentioned his company is a large Salesforce customer (2,500 licenses). I casually asked him how his salespeople felt about Salesforce, and out flowed some . . .  strong comments. “We survey our salespeople annually about their experience with CRM.  And they tell …

The Ostrich Manager

Marc Miller Uncategorized Leave a Comment

A recent e-mail from a Sales Engineer illustrates on how leaders are often the biggest barriers to new innovations: Hi Marc, I just watched the overview video on CCM (Commercial Conversation Manager), and love the concept.  I was an early adopter of a Smartpen that recorded audio in meetings,  and today use an iPad App that is not as advanced as …