A Step Ahead
Skip Miller
May, 2008 Vol 2, Issue 5


This is the beginning of the 2nd Quarter and it is time to help your sales team meet their goals. It is challenging but there are things that you can do to help make your sales team successful.  Six months to go, really three months...ready?

Why do we need to manage?



I often ask sales managers to tell me what they could do to increase their management skills and what would provide them the greatest return on their time spent? Their top three issues are usually centered on these areas:

  • Managing Time - Where should we spend our time to be most effective?
  • Planning - Where can we find additional time during the day to plan?
  • Implementing Measurable Objectives - How do we get started?

Managing Time

In order to effectively manage your time, you need to really look at yourself and see if you are doing what is necessary to get the job done. It is important to understand where you need to spend time to create leverage. Te be truly effective you need to:

  1. Maximize your current resources.
  2. Invest in your best.
  3. Show me the money.

Start with maximizing and investing in your "A" Players. A typical distribution of sales people includes 20 to 25 percent are "A" players or top performers, 50 percent are "B" players or middle of the road performers, and 25 percent are "C" players or low performers.

Ask yourself, how much time am I spending on my "B"" and "C" players?

"C" players, when given assistance, will always come back and ask for more, which often means the same requests over and over again. Managers lose valuable time when continuing to answer the same requests again and again.


You need to spend 80 percent of your time Proactively with your "A" players, turning your "A" players into "A+" players.

  • "A" players need to drive the sales culture.
  • If you do not spend time with "A" players, they will leave.

Your top performers want to learn and grow.


By spending 80 percent of your time and efforts on the top part of your sales team, you can generate additional revenue - Show Me the Money!



Good Luck,
The Miller 17


The Miller 17 was developed to effectively communicate subjective measurements in an objective manner. This example is a quarterly representation that shows a management overview divided into three segments of Revenue/Performance, Sales Competency, and Frequency. Under each segment is a list of characteristics the manager deems necessary to meet the revenue goals.  Use the tool to maximize the next three months so you an do something now to make the year.


The goal is to evaluate what will be needed to be successful in the coming three to six months!

Miller 17
In This Issue
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ProActive Sales Tools
# 1 Best Selling Book on Sales Management on Amazon.com for three years running!

Ensure that Your Sales Reps Meet their Quota Every Month!

How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings.

ProActive Sales Management, the #1 best selling book on sales management for over three years, gives you everything you need to create a team of sales superstars. It teaches a proven method for managing sales processes and salespeople. Learn what 99 out of 100 sales managers don't know that causes them to fail. And discover specific, field-tested techniques that will enable you to reach new heights in sales performance.

You'll amaze the management team and maybe, finally, get the recognition you've been seeking.

  • Regain control of your time
  • Create a proactive sales culture
  • Motivate your sales team
  • Weed out failures quickly
  • Effectively coach and counsel up & down the sales organization
  • Reduce reports to one sheet of paper & 10 minutes a week
  • Forecast more confidently
  • And much more

Gain the Edge

Call M3 Learning at 866-Goals-M3 to order your book today!

The Advanced Sales School
     This highly interactive seminar, designed for individuals, is the best sales and communication school on the planet. Top salespeople from a wide range of company types, sizes and industries come together for three days of intensive training on high-level sales skills.


The Advanced Sales School includes key topics such as:
          • The Sales Cycle
          • Customer Communication Skills
          • Presentation Skills
          • Personal Growth
     Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. Attendees are challenged with an intense high ropes course focusing on overcoming prospecting and calling high fears, and a Tai Chi class that helps connect the mind body and spirit. Overcome prospecting and calling high fears in the classroom and in the forest.  Join other sales people in working the tools in a fast paced enviroment.

     Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

     Don't hesitate, sign up for the Advanced Sales School today!



        June 9-11, 2008

August 18-20, 2008

  November 3-5, 2008
Attendee Testimonials:

     "I think that one of the strongest things that I brought away from the class is actually somewhat intangible. That in order to really be successful as a team (sales team, sports team, marriage...ANY partnership) you have to relinquish control, and have the faith, trust and confidence in those around you. I have been to several sales training courses. Rarely do you take away things that not only make you better at what you do, but better as a person as well. Great job to Skip and the rest of the M3 team, and thanks for a once in a lifetime experience!" 


     "Presentation skills are an important aspect of my job and it was a valuable opportunity to take a step back and assess our mannerisms and speaking skills through video tape. I am now more attentive to what I say during sales calls and phone messages."


     "I picked up many things from the M3 course, making 3 calls within two days and how to leave a voice message are the two that I have incorporated into my routine. Most importantly I keep the mantra in my head to ASK QUESTIONS!"


     "The ropes course was most valuable and I look forward to attending the course again."


Limited space available.

To register, go to

The Advanced Sales School or contact Peggy Bilbruck at 714-812-0913 or pbilbruck@m3learning.com

                                 Best Regards,
   Skip Miller
   M3 Learning