In the latest Move the Deal episode, host Greg Moore sits down with Miller Heiman Group Icon Tim Conroy.  He’s spent the bulk of his career with Applied Materials, crediting his longevity to being open to learning and change. He focuses on sales processes (training and methodology) and enablement to support training and effectiveness, along with learning and development.

 

Subscribe to the Podcast

iTunes | Stitcher | Spotify | Google Play

Managers often wait for sellers to come to them for advice, but in reality they should be actively communicating and sharing feedback, and looking for more areas to coach their team.

The Ebbinghaus Curve shows that after people learn something, they forget 80% of it within 24 hours. To combat this, Conroy uses a process he calls “Coaching in the Flow,” which he adapted from Josh Bersin and has the opposite effect. It’s when managers reinforce and teach during calls, pitches and role plays, ultimately improving performance.

Keys to Becoming a Great Sales Manager

Conroy sheds light into attributes that turn sellers into powerful sales managers:

  • They use a methodology, they have a passion for learning and following processes, and firmly believe it, because it’s helped them in the past.
  • They are on the same page as the whole workforce. These people know how to do every aspect of the job and demonstrate proficiency in being both a coach and team player.

How to Handle a Stalled Deal

Conroy ends the episode with advice for sales professionals experiencing a stalled deal.

“Put yourself in the position of your customer. You will likely find misalignment to where you think you are in the selling process, and where they think they are in the buying process. You can’t make someone do something, ask them why it’s stalled, and figure out why you are stalled.”

 Outline of Episode

 [4:40]  Why coaching is an “always on” activity for managers

[10:49] How to know when a seller is ready to be a manager, and how they can succeed

[11:52] Overcoming challenges of global accounts

[14:45] The importance of a customer-centric sales process

[20:20] Conroy’s advice for a sales professional with a stalled deal

Learn More and Connect

Greg Moore LinkedIn

Greg Moore Twitter

Tim Conroy Linkedin

Ebbinghaus Curve

The Checklist Manifesto

Josh Bersin

 

Up Next

Move the Deal Episode 17: Using AI to Improve Talent Strategy with Talkpush’s Max Armbruster

Move the Deal | October 16, 2019

Move the Deal Episode 17: Using AI to Improve Talent Strategy with Talkpush’s Max Armbruster

Move the Deal Episode 16: Finding the Magic in a Sales Transformation Journey with Sabre’s Nick Gregory

Move the Deal | October 9, 2019

Move the Deal Episode 16: Finding the Magic in a Sales Transformation Journey with Sabre’s Nick Gregory

Move the Deal Episode 15: Neil Rackham Reflects on 50 Years of Bringing Science to Sales

Move the Deal | October 2, 2019

Move the Deal Episode 15: Neil Rackham Reflects on 50 Years of Bringing Science to Sales