We had the privilege of partnering with Miller Heiman on our London regional event yesterday morning at this breakfast workshop targeted at senior sales professionals. Dan Donovan, founder of the Selling Academy and 10% of Miller Heiman Group Consultants, presented to the group on CSO Insights Sales Relationship Process Matrix and how it can enable sales leaders to take the necessary actions to drive sales performance.

It was a really interactive session with some very interesting insight, as Dan encouraged the audience to think about what processes their sales team follow and where their company sits within the 5 levels of the ‘Buy Sell Hierarchy’. This provoked a good discussion amongst the attendees as they shared their thoughts on how formal sales processes differ to dynamic sales processes, and how these can be measured.

A key takeaway from the session which everybody agreed is that coaching conducted by sales managers to their teams is imperative to driving sales performance, but statistics that Miller Heiman have collated shows that the majority of companies have yet to implement this process.

Thank you to Dan Donovan and Nicole Scheetz at Miller Heiman Group for hosting such an engaging workshop!

If you would like to be added to our mailing list for upcoming regional events, please email rbourke@ismprofessional.com