Andy Miller is the CEO of www.BigSwiftKick.com, an international sales strategy and performance consulting firm specializing in helping middle-market companies accelerate sale, as well as the author of the bestselling book ‘The Science of Hiring Quota Busting Sales Teams.’ His book has been a huge hit with readers looking to up their sales game, as well as seasoned reviewers.
This is not surprising considering ‘The Science of Hiring Quota Busting Sales Teams’ is the first book written on hiring salespeople based upon 85 years of organizational psychology research, data analytics on 2.1 million salespeople and the best practices of top performing sales organizations. The purpose of this book is to help companies hire stronger salespeople. Research shows there is the huge gap between what science knows and what businesses do! The research is not something you can easily find on the internet or in any of the human resources or sales management journals.
We were thrilled when Miller took time out of his extremely busy schedule to have a chat about his work, and what’s next on the horizon for Big Swift Kick.
Why was it important for you to get in the business of sales and what inspired you to help others sell?
I got into sales by accident. I owned a software company with offices around the world. I realized my folks didn’t understand how to take a consultative approach and went into sales training once I sold the company. An excellent professional salesperson helps the prospect be more successful, is a better reflection of their company, and is more effective. I hope that translates to more time with family and contribution to their community.
As one of the top sales leaders in the world who is your inspiration with regard to sales?
When I first got into sales, I would get books on tapes from Nightingale-Conant. In order of priority it was: Earl Nightengale, Rodger Dawson, Denis Waitley, and Jim Rohn. Today it is Larry Winget.
Talk to us a little more about your company, Big Swift Kick, how it began, when it began and why was forming Big Swift
I started Big Swift Kick in 1999. We noticed that sales training typically focused on sales skills or process. Companies were getting results, but they should have gotten significantly better results. They were missing strategy, the proper mindset, and more effective sales management. We take a holistic approach and root cause analysis to identify and fix the real problem. For example, a company thinks they need negotiation training because they want to reduce discounting and close the deal faster. Are negotiations happening because the rep isn’t finding the value, they are calling on the wrong person, they lack the skills, or the sales manager isn’t coaching them through the deal? If you train on the wrong issue, you spend time and money and get no improvement.
Your latest book ‘The Science of Hiring Quota Busting Sales Teams’ was recently a bestseller, we also noticed that on your promotion you were able to give away hundreds of books to other sales leaders. If you could pick one key point that you would like to resonate with others in your book what would it be and why?
The most significant point would be the proper pre-hiring sales assessment at the beginning of your recruiting process. That will help you eliminate bias, hire stronger reps, reduce hiring time, and improve your Diversity, Equity & Inclusion efforts.
In your view what is the number 1 strategy for building a sales funnel?
This is going to sound simplistic, but it’s activity! When I look at a thin sales funnel, it’s always due to a lack of activity. There are many ways to make that happen, but you have to do it.
After a big sale comes through what are three things you like to do for fun to celebrate?
For me, it’s doing something special with my wife.
The Millionaire Mindset!