30 November 2009 | Jason Reed

The Miller Heiman Client Summit in Atlanta was a big success!

The ballroom was packed with more than 75 sales professionals attending the Miller Heiman Client Summit. A diverse group, these sales professionals ranged from senior executives to “bag carrying” sales professionals. Equally as diverse were the industries they represented. However, it was a common objective that motivated each one of them to participate: they were there to exchange ideas, share best practices, hone skills and refine their trade.

The summit’s agenda was full of presentations related to the best practices of sales and sales leadership. Miller Heiman founder Bob Miller led a discussion on the importance of treating strategic client relationships as corporate assets while other sales leaders shared with the group the challenges they are facing in this economy, lessons they’ve learned, and how they’re tackling them. It was very interactive. As valuable as the presentations were, the tremendous amount of networking that took place throughout the day (and during the wrap-up cocktail hour) was insightful. I participated in a wide range of discussions centered around:

• How to effectively deal with the ever-increasing pressures of commoditization
• How sales organizations mount a consistent approach to selling globally
• As we emerge from this unforgiving economy are we poised to handle our customers’ needs
• The customers’ decision-making process has clearly changed in this market and decision-making power has moved up to more senior executives. As a result, there are implications to salesmanship and the acumen needed to sell and succeed at higher levels.

It seemed to me that most of the professionals shared a similar mentality. Perhaps it is best characterized as a belief that as sales professionals we must be open to and commit ourselves to improving. One attendee I talked to said it best: “When you practice, you improve, and when you don’t, you don’t.”

Jason Reed
Sales Vice President, Miller Heiman