Leveraging Competency Frameworks for Sales Efficiency with Matt Milligan – Part 2

About this episode

We discuss the differences between software sales and consulting sales, and the need for a consultative approach in both fields. Matt talks about AI in sales processes and the profile of high-performing salespeople. He explains that AI tools can automate significant portions of sales workflows, increasing efficiency and performance. The conversation also touches on the evolving role of Chief Revenue Officers (CROs), who must be data-literate and have strong revenue operations (RevOps) support. Matt introduces the RISE framework (Revenue Skills, Impactful Behaviours, Strategic Process Execution, Expert Knowledge) as a structured approach to assessing and improving sales capabilities, ultimately driving revenue growth.

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Speakers

Matt Milligan

Co-founder of Uhubs

Matt helps leaders build and develop high performing teams using a unique data informed approach.

Matt Best

Principal Consultant of SBR Consulting

With over 15 years working support customer success teams, Matt drives revenue growth through strategic sales transformation programmes.

Jonny Adams

Managing Consultant of SBR Consulting

Jonny is a chartered management consultant who leads global transformation programmes for over 15 years, across multiple sectors.