Stephen Newman’s Blog

Still Barking Out Orders?

Comments on postings from Miller Heiman CEO, Sam Reese

Over the years, Sam Reese has talked to hundreds of clients about how they make sure their sales force keep doing the things that work.  It sounds like something obvious, but the fact is that most sales forces have a really tough time maintaining the disciplines, training and best practices that propelled them to success.  It usually starts when top management tries to drive results via short-term tactics that are not consistent with the success formula the company had grown accustomed to. Then this new tactic becomes the operating rhythm for the sales force, and it turns into a downward spiral.  World-class sales organizations know how to keep doing the things that work and maintain their winning culture.

When you get a chance, go to check out the new offering we are bringing to the market: Advanced Concepts for Strategic Selling® is designed to help our clients continue to build upon effective processes and winning practices.  The technology is fantastic, but the real value is in how Miller-Heiman turbo-charge the front-line sales manager so that he or she can be an even more capable leader.  The best lad plans and strategies never endure unless the front-line sales leader is committed to the direction and understand his role in driving execution.  Whether the initiative is sales training, CRM software rollout, compensation strategy, or reorganization plans, these will all fail unless there is a clear role outlined for the sales manager so he or she knows exactly what to do to build upon the initiative and reinforce its importance.  I truly believe the new Miller Heiman offering is a major innovation and one that will help salespeople and sales managers consistently achieve their performance targets.

The best sales managers understand that people all learn differently.  Some learn by doing, others learn by watching, and others may learn best by listening.  World-class sales managers adapt their coaching so they can transfer knowledge and provide direction to each team member in a way that communicates a clear direction to the team but also tailors the application of the message to each individual.  So instead of barking out orders and then continue to become frustrated that the team just did not “get it,” make sure everyone on your team understands exactly what they are supposed to do. Your comments please…

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