My Sales Story

I learned quickly that there are a few key tactics that helped me become a successful sales person. That's what I'll share those with you today.

LeadershipMichael McMillanJanuary 14, 2017sales process Comment

Practice Makes Perfect

Organizations can dramatically improve the process of onboarding new salespeople by remembering that practice makes perfect. Take the guesswork out of what it means to make a sale for your business and help your sales team develop the muscle memory needed to make their sales pitch second nature.

Sales ProcessMichael McMillanJanuary 7, 2017salesperson, sales training, sales processComment

Kicking The New Year Off Right

In the next half hour you'll hear about the differences between quotas, goals, and stretch goals, and how to design each of them. One key takeaway is the idea that your entire team should be a part of the goal-setting process - that way you can ensure they buy into the organization's vision as a whole. I also reiterate why it's critical to measure your sales variables, and give you some ideas for taking action to improve your sales process today.

Sales, Sales ProcessMichael McMillanDecember 31, 2016sales, sales processComment

What is a VP of Sales or CSO

One critical (but often glossed-over) aspect of your successful sales team is your VP of Sales or Chief Sales Officer (CSO). Too often, companies stick this title onto the name of their best salesperson without giving thought to the intricacies and potential of the job.

In this episode, I break down the three most important responsibilities of a VP of Sales. This job is far more than just a title - ideally, your CSO should be overseeing and implementing the sales strategy of your entire sales staff. I talk about how great VPs of Sales should function within their department and within the company as a whole, and I touch on the super-important management aspects of the job, too.

Leadership, SalesMichael McMillanDecember 24, 2016sales, sales team, sales strategyComment

Persistence

In this episode, I talk about how being persistent has shaped my career and company. I cover why you should always treat a potential client as if they're going to work with you, and how to turn a "no" into a positive way to keep moving through the pipeline. I also touch on finding ways to win along the way and staying creative in your sales approach.

Sales, Sales ProcessMichael McMillanDecember 17, 2016sales, salesperson, pipeline, process, persistenceComment

Sales By The Numbers

In this interview, Ana and I talk about how meeting her sales quotas gives her both a sense of accomplishment and an accurate snapshot of her daily progress. She also touches on how her numbers help her structure her day so it's most productive, and how they can provide a valuable check-in when she's not meeting them. We also discuss the role of management in working with salespeople that are meeting their numbers and continually improving, not just harping on those that are falling short.

Sales, Sales ProcessMichael McMillanDecember 10, 2016pipeline, business, sales, process, salespersonComment

How to Set Up Your Pipeline the Right Way

On this episode, we’re pulling back the curtain on the ways to provide a high-level overview of your sales processes that will allow you to manage the health of your sales organization and understand where any deal is at any point in its lifecycle – the pipeline. We cover what the pipeline actually is, why it’s so important, and the management’s role in making sure the pipeline is properly executed

Sales ProcessMichael McMillanDecember 3, 2016sales, pipeline, process, business, success, salesperson Comment

The Pivot

On this episode, I share some of my own personal pivots that I’ve been through and give you some tips that will help you execute these changes the right way. Join us to discover what you can do in order to ensure stability as you’re working through the pivot, how to finance it, and most importantly, how to not get lost in the work and emerge more successful more successful after the changes are implemented.

Sales ProcessMichael McMillanNovember 26, 2016Sales, pivot, change, financingComment

Conducting a Successful Needs Analysis

On this episode of BizSprints, I share the tips and tricks that our sales team and I utilize to help ensure that not only we’re collecting the needs of our clients, but we’re also confirming that they are the real needs of their organization that are going to impact and drive their business forward. Tune in to discover how you can craft a proposal specific to your prospect's needs, build the expectations, and show that you understand EXACTLY what they need to have done.

Sales ProcessMichael McMillanNovember 19, 2016Sales, needs analysis, sales tipsComment

Building Your Network and Pipelines

Welcome back to the first episode of the second season of BizSprints Podcast where we share useful tips and tricks to help drive your business forward! We’re really excited about this new season and can’t wait to share the incredible interviews that we have lined up for you to help you grow your business at a pace that you’re not going to believe.