Press Release

Press Contacts

Miller Heiman Publishes Strategy To Develop B Players Into Top Sales Performers

RENO, NV -  November 08, 2006  -   Mediocre sales performers can become sales superstars. Miller Heiman discusses how in the article, “Driving Your ‘B’ Players to the ‘A’ Team”.

Jason Reed and Bill Golder, Miller Heiman sales vice presidents, observe that many companies have already bought in to the concept of systematizing best practices and propagating them throughout the organization – and they say that it’s a step in the right direction. Coaching B and C-level players to become A-level producers isn't easy but it is worth pursuing because it can significantly impact an organization’s revenue number.

Reed and Golder, who both have worked extensively with Fortune 500 companies in complex selling environments, agree that sales leaders will reap the benefits of better revenue if they spend more time developing average performers to become top sellers, rather than driving the best to become better. 

This article discusses the merits of having top performers in a sales organization and outlines how sales leaders can blueprint the traits of their sales superstars as they coach their B players to move to the A team. 

To read this article, click here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.