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.
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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
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