Episode 50 - Mike Miller on the Evolution from Engineer to Sales to Sales Manager

From Air Force ICBM Missaleer to Sales Engineer and on to Sales Manager - Mike Miller in Episode 50 of the Industrial Growth Institute Podcast

Summary

Mike Miller is an Air Force Veteran and experienced capital equipment sales engineer. Today, he's a sales manager with a unique background in aerospace engineering and military service.

Mike and Ed discuss the common sales challenges faced by industrial manufacturers, the importance of balancing technical knowledge with sales excellence, and the transition from military to sales roles. Mike shares insights on effective sales training, the significance of understanding customer needs beyond technical specifications, and the challenges of moving into management.

The conversation highlights the importance of:

• relationship management
• proper onboarding
• lessons learned from military discipline that can be applied to sales
• dual roles of leadership and management in sales
• importance of accountability and control.

Mike shares insights on transforming traditional sales processes, managing customer relationships, and the significance of hiring and developing sales talent. The discussion also covers pricing strategies, sales compensation, and the challenges facing US manufacturing. Miller concludes with practical advice for sales leaders seeking to improve their processes and outcomes.

Takeaways

• Sales challenges in manufacturing are common and multifaceted.
• Mike Miller's background in aerospace engineering and military service informs his sales approach.
• Transitioning from military to sales requires adaptability and a willingness to learn.
• Preconceptions about sales often differ from the reality of the role.
• Understanding customer needs is more important than technical details in sales. - Effective sales training and onboarding are crucial for success.
• Building relationships with customers is key to successful sales.
• Management requires a different skill set than being a top-performing sales rep.
• The importance of feedback and buy-in when implementing changes in sales strategy.
• Lessons from military discipline can enhance sales performance and management. Leadership and management are both essential in sales roles.
• Accountability comes in different forms: management vs leadership.
• Hope should be replaced with a proactive mindset.
• Qualifying opportunities is crucial for effective sales.
• Sales engineers must balance technical knowledge with sales skills.
• Every customer interaction should provide value.
• Understanding market trends is vital for sales success.
• Hiring great salespeople requires a focus on technical aptitude.
• Sales compensation should align with intrinsic and extrinsic motivations.
• Building empathy within teams enhances collaboration and understanding.

Takeaway Quotes from Mike Miller

• "You have to keep getting down to why does this matter?"
• "Management is a mindset and a skill set."
• "Hope is no longer in our language."

Check out Mike's AZO, Inc. website.

LinkedIn: Mike Miller and Ed Marsh

Twitter: Ed Marsh

Instagram: Ed Marsh

YouTube: @AZOInc. and @EdMarsh

Show Transcript 

Chapters

00:00 Introduction to Sales Challenges in Manufacturing 01:20 Mike Miller's Unique Background 05:14 Transitioning from Military to Sales 09:14 Preconceptions of Sales vs. Reality 14:40 The Importance of Business Over Technical Details 20:32 Navigating Customer Conversations 25:44 The Role of Sales Training and Onboarding 31:09 Lessons from the Air Force in Sales 36:47 Transitioning to Sales Management 43:14 Navigating Peer-to-Boss Dynamics 45:48 Leadership vs Management in Sales 48:27 Transforming Sales Processes 51:16 Accountability and Control in Sales 54:32 Managing Customer Relationships 58:53 Sales Team Dynamics and Market Focus 01:02:08 Hiring and Developing Sales Talent 01:06:04 Pricing Strategies and Value Perception 01:09:34 Sales Compensation and Motivation 01:13:31 Balancing Individual and Team Dynamics 01:17:10 The Value of Sales Experience for Future Generations 01:2