2007
SALES PERFORMANCE CATALOGUE
2007
SALES PERFORMANCE CATALOGUE Contents Introduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Client List. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Workshops. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Strategic Selling® . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 Conceptual Selling®. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Large Account Management ProcessSM. . . . . . . . . . . . . . . . . . . . . 14 Negotiate SuccessSM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Executive ImpactSM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Channel Partner ManagementSM . . . . . . . . . . . . . . . . . . . . . . . . 17 Manager’s CoachingSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Train-the-Trainer. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Web-Based ReinforcementSM . . . . . . . . . . . . . . . . . . . . . . . . . . 20 Predictive Sales PerformanceSM . . . . . . . . . . . . . . . . . . . . . . . . . 21 Sales Excellence AssessmemtSM. . . . . . . . . . . . . . . . . . . . . . . . . 21 Funnel ScoreCardSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Sales Access ManagerSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Miller Heiman Certified Sales ProfessionalSM . . . . . . . . . . . . . . . . . 24 Engagement Options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Events & Conferences . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 Miller Heiman Publications. . . . . . . . . . . . . . . . . . . . . . . . . . 30 Benefits of Miller Heiman Alumni . . . . . . . . . . . . . . . . . . . . . . 31 Knowledge Center . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Order Form. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
PERFORMANCE
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Introduction
Miller Heiman: The Sales Performance Company Miller Heiman is the Sales Performance Company. We help clients win high-value complex deals, grow key accounts, and build outstanding sales organisations. No one understands the complete Sales System or the world of the sales leader better than us. This has been our sole focus and passion for over 28 years. Our network of sales experts have led large sales organisations and our solutions reflect our hands-on experience in the real world. We understand the urgency companies face to drive revenue. We diagnose your specific problem areas and quickly deploy solutions so you can achieve results. Our solutions have been tested and refined with thousands of clients worldwide.
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UNIQUE
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Introduction
The Customer is Our Foundation The customer is at the core of the thinking, philosophy, and rigor that is the basis of the Miller Heiman sales system. Our system focuses on selling to customers the way they want to buy.
From Sales Leaders, for Sales Leaders Miller Heiman’s expansive network of consultants have led substantial sales organisations. Our solutions have been developed by sales leaders for other sales leaders and salespeople, based on what works in the real world.
Practical, not theoretical In Miller Heiman programmes, you will focus on real customers and real deals. It’s not time out of the field; you will work to move one to two real-world accounts forward in the sale. Each of our solutions can be applied immediately to get results, without wasted time and effort.
Fast, not slow Miller Heiman has the framework and resources to help you diagnose your problems, and deploy our solutions quickly. The straightforward, repeatable system equips you with the tools to get results quickly and consistently.
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Workshops
TRUSTED
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Introduction
Our Expertise Miller Heiman offers its expertise worldwide and supports it through a global network of more than 200 sales practitioners in over 25 countries. Our network possesses an average of 18 years of real-world sales management experience, bringing you a deep understanding of your industry-specific challenges and aspirations. This tightly-integrated network ensures you’re supported by the full reach and resources of Miller Heiman.
Leading Sales Research Miller Heiman’s research represents the most comprehensive and statistically-valid study available uncovering trends, issues and challenges of sales organisations around the globe. Born from the research, the Sales Performance Index, comprises 250 sales leaders. This quarterly market indicator provides a barometer of the confidence and performance of sales organisations quarter over quarter. Most importantly, it’s the only index of its kind in the realm of sales excellence to forecast the health and vitality of organisations in the coming months. This ground-breaking research and Index continues to keep Miller Heiman at the forefront of sales excellence. It brings us closer to helping our customers solve the most pressing issues they are facing today and will face tomorrow.
Our Reach and Tenure No company has helped more salespeople achieve results than Miller Heiman. Miller Heiman has become the trusted resource to more than 100,000 clients worldwide. We continue to bring new and innovative solutions to our clients, helping them address complex sales issues such as opportunity identification and management, relationship management, leveraging people, forecasting, and more. Miller Heiman has published over 1 million books worldwide. We are present in over 25 countries and our workshops are translated in over 14 languages.
The Customer The customer is at the inner core of the Miller Heiman Sales System. Miller Heiman provides an authentic, nonthreatening, repeatable approach to selling to customers. Whether you want to address forecasting accuracy, opportunity identification, or relationship management; you must possess a deep understanding of your customer so you can address their needs, and in turn, build an outstanding organisation.
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Client List
Client List With a prestigious client list including KLA-Tencor, Pepsi, Charles Schwab, Dow Chemical, PricewaterhouseCoopers, and Wells Fargo, Miller Heiman understands the issues and challenges facing sales leaders in virtually every major industry, from manufacturing and consumer goods, to technology and finance. Below are just some of Miller Heiman’s clients from a wide array of industries and geographies.
Communications
Energy
Insurance
Acterna Corporation Cingular Wireless Intermedia Communications Nuance Communications T-Mobile
Alliant Energy Aquila Energy Chevron Energy Solutions Fina Oil Schlumberger Shell International
AON Corporation FM Global Hilb Rogal and Hobbs Wausau Insurance
Consumer Products Coors Brewing Company Hallmark Cards, Inc. LEGO Company Levi Strauss & Co. M&M Mars Pepsi USA Pepsi Bottling Group
Healthcare Allegiance Healthcare Covance Beckman Coulter Bergen Brunswig Hill-Rom Johnson & Johnson Roche Diagnostics Schering-Plough Ventana Medical Systems
Business & Professional Services Arthur D. Little Ceridian Corporate Express FedEx Kinko’s Intergrated Labling Services Iron Mountain PricewaterhouseCoopers LLC
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Financial Services Alliance Capital Brokeridge Group Fidelity Canada Fidelity Investments GE Capital Principal Financial Group Schwab Institutional Visa USA Wells Fargo
Industrial & Chemical Bently Nevada Chr. Hansen Dow Chemical Emerson Process Controls Griffith Laboratories Worldwide KLA-Tencor Lockheed Martin Corporation PolyOne Corporation Scott Specialty Gases Siemens Building Technologies Textron Systems
Technology Applied Materials eMag Solutions Ingram Micro Luminant Worldwide Corporation Microchip Technology MicroStrategy Microvision Pairgain Technologies Pixelworks Sun Microsystems, Inc. Symbol Technologies Tektronix, Inc. Veridian Engineering
Other Alpha Wire ARAMARK BAX Global Compass Group Grupo Posadas Haworth Herman Miller MTV Networks Marriott Omni Services, Inc. Salof Refrigeration Serco Group plc Trader Media Group Volt
Workshops
WORKSHOPS New customer demands and expectations are requiring sales organisations to evolve their sales strategy. No longer can sales organisations rely on being transactional order-takers. Sales professionals must understand their customer’s problems on a whole new level and develop solutions for solving those problems. For over 28 years, Miller Heiman has been developing the science of successful selling. We believe how you talk to customers is the key, defining factor, which ultimately defines sales effectiveness. Whether it’s developing a plan for finding new opportunities, making great sales calls, or winning new opportunities from existing accounts, Miller Heiman sales processes provide the consistency and common language required to increase sales results. Over 1 million sales professionals throughout the world use the Miller Heiman Sales System. The reason for this is simple, the Miller Heiman Sales System works. It’s intuitive, straightforward, and genuine.
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Workshops
Strategic Selling
®
The Overview Strategic Selling® helps you identify and convert sales opportunities into closed business. Extending beyond the one-to-one relationship and call planning skills of Conceptual Selling®, Strategic Selling® helps you discover the full sales opportunity that your prospect represents. With most sales opportunities, there are multiple influencers that impact the deal. . Do you know who they are? Do you know how to connect with each . of these individuals to secure their emotional buy-in? With Strategic Selling® you’ll assess what you know about your clients, discover what you don’t know, and learn who and what you need to know to develop a winning solution. Learn why Ideal Customer Profile, the Sales Funnel, Buying Influences, and Single Sales Objective are philosophies used by top performing sales professionals throughout the world.
WHY YOU SHOULD ATTEND Strategic Selling® is designed for sales management and sales professionals in complex selling environments, which usually have multiple decision makers and long sales cycles.
“Strategic Selling® brings
• Do you know how to work with all the buying influences within a specific sales opportunity? • Can you convert those influences to become advocates of your solution? • Does your sales organisation lack a consistent approach for winning business? • Do you want to strengthen visibility into your pipelines and improve forecasting? • Is your sales team frustrated by complex accounts with several decision makers?
a whole new dimension to professionalising sales and selling.” Serco Group plc
WHAT YOU’LL LEARN • Communicate with a simple sales language • Use a universal sales process adaptable to any sales situation • Identify the buying influences present in every sales opportunity • Focus your selling efforts on areas that matter most • Overcome obstacles that can derail your sale • Create a result that’s good for you and the customer • Convert your prospect’s buying influences to work in your favour
HOW YOU AND YOUR ORGANIsATION WILL BENEFIT The Strategic Selling® process provides a straight-forward road map that helps salespeople tie actions to strategies, enabling them to more effectively navigate today’s complex selling environment. Through a consistent and structured process and sales language, sales organisations the world over have turned current and prospective clients into long-term business partners; and have increased their sales force efficiency and effectiveness. • Increase close ratios by identifying, influencing, and inspiring all the decision makers in your pipeline • Shorten sales cycles by implementing practical field-ready strategies, including realistic action plans and timetables • Gain visibility into your sales organisation in order to improve pipeline forecasting, . resource allocation, and communication between management and the field • Unify your sales organisation with a universal sales process that is simple and intuitive, . while winning business and creating customers for life
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®
THE OVERVIEW In every sales cycle there are critical points-of-impact where what you say and how you say it can dramatically influence the outcome of the deal. It begins with your first sales call and continues with every communication you have with your prospect. Are you prepared to consistently move your sale toward a close? Are you aligning with the exact interests and needs of your prospect? Are you using your unique strengths to create differentiation and value? Conceptual Selling® delivers step-by-step tactics for managing all customer interactions, including effective call planning, objection handling, action plan development, and commitment fulfillment.
WHY YOU SHOULD ATTEND Conceptual Selling® is call planning for sales managers and sales professionals who want to improve all customer interactions, including phone conversations, face-to-face discussions and email correspondence. • Are you differentiating yourself based on your unique strengths? • Are you getting commitment with every interaction? • Can you separate customer objections from basic issues? • How are you handling customers that won’t commit?
“Conceptual Selling® shows you why customers buy and what motivates them to buy from you.” Serco Group plc
WHAT YOU’LL LEARN • A universal framework for managing customer interactions • Simple, concise sales language for strengthening communication between . yourself, the prospect, and sales management • The Sales Call Plan (Green Sheet)—a tactical, hands-on plan for advancing every sale toward close • The single most important accomplishment you should achieve during each customer interaction • The right questions to ask that will move your sale forward • Your customer’s perceptions and what motivates them to buy
HOW YOU AND YOUR ORGANIsATION WILL BENEFIT Conceptual Selling® fosters a customer-centered culture by focusing on why a client is really buying. You are able to quickly determine if there is a fit for your products and/or services, resulting in more effective sales calls and a more productive sales force. • Increase close ratios by building win-win relationships with prospects • Shorten sales cycles by using proven techniques to move the sale forward • Develop a sales organisation that consistently uses the right tactics for building long-term relationships with clients • Your salespeople will have a valid business reason for every customer interaction
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Conceptual Selling
Workshops
Large Account Management Process
SM
The Overview Large Account Management ProcessSM (LAMP®) demonstrates how a team effort toward managing complex accounts helps you win. Participants learn how to manage crossfunctional teams in ways that clarify roles and responsibilities, boost collaboration, increase effectiveness and ensure accountability. Recently updated and revised this programme helps you manage and grow accounts considered strategic to you and your company. It also helps you improve relationships between your company and all the individuals within your key accounts. LAMP® shows you how to position yourself with senior people in the buying organisation and deliver the results that matter most. You’ll work with your own, real-world accounts to establish realistic revenue targets and devise detailed action plans to reach your goals.
Why YOU should attend “The quickest way to unravel the mysteries of successful large account management.” Aon Risk Services International
• Can you connect all of the relevant players from your organisation and that of your customer’s? • Has your sales organisation had trouble extracting the full potential out of your largest accounts? • Is your account turnover rate too high? • Are you ineffectively allocating your sales organisation’s time and resources?
What you’ll learn • Analyse your current position to identify discrepancies and develop a shared vision • Identify appropriate players on your selling team and how they function • Document multi-year plans to manage your key accounts and uncover key resources to gather data about your account • Learn methods of determining your account’s revenue potential and how it impacts your selling strategy • Learn how your customer’s perception of “higher position” decreases price sensitivity and competitive threats • Understand how to set clearly defined sales goals with measurable results
How you and your organisation will benefit In most businesses, the top 5 percent of accounts generate more than 50 percent of a company’s revenue. LAMP® offers sales executives collaborative strategies and approaches to help target, obtain and manage key, strategic accounts. • Grow your client relationships by providing value where it is needed most • Get meaningful, lasting results • Allocate your resources more effectively with key accounts • Get accountability with all members of your team • Increase account retention and long-term stability and growth • Define and map your largest accounts into manageable segments
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SM
The Overview Are you involved in complex selling environments and often find yourself discounting your product or services? Consider attending Miller Heiman’s seminar, Negotiate SuccessSM . This instructor-led seminar provides sales professionals a universal framework and common language necessary for successful negotiations. Miller Heiman has partnered with the leading negotiations experts, Accordence, to create a simple and intuitive framework for managing negotiations, which can be used at every key step of the sales process. Complex sales situations must be navigated by sales professionals who know how to successfully handle every challenge. Negotiate SuccessSM provides proven methods to overcome objections without relying on price as the solution. This programme is a nonmanipulative, customer-focused process of ensuring both sides win, which leaves your company in a stronger position for future opportunities.
Why YOU Should Attend “Negotiate SuccessSM helps you
• Are you frustrated at coming out of negotiations in a losing position? • Do you find your customers haggling with you over price? • Are you losing business to competitors? • Are you intimidated by challenging negotiating situations? • Do you feel ill prepared for certain negotiations?
understand that negotiation begins at the start of the sales cycle and continues throughout
What you’ll Learn
the sale. Because the course
• Negotiate on value, not just price • Achieve win-win solutions that fit both parties’ interests and needs • Prepare with a simple framework that recognises your client’s goals as well as your own • Use a common language to improve communication of the entire sales organisation • Anticipate challenging situations to overcome difficult negotiating scenarios
reinforces the sales language and sales process of Miller Heiman, it’s a valuable resource in developing exceptional sales organisations
How You and Your Organisation will Benefit You will learn a strategic framework to prepare, conduct, and review negotiations. The result is an increased ability to understand and plan different phases of a negotiation, test assumptions, incorporate personal negotiating style, and experiment with alternatives. Negotiate SuccessSM improves your ability to negotiate better deals that are more closely aligned with revenue objectives.
that win business consistently.” Schwab Institutional
• Increase confidence and competence to successfully negotiate in any situation • Create win-win outcomes by giving your clients what they need without giving in • Increase profitability by reducing the amount of money left on the table • Gain long-term stability from strengthened business relationships • Win business consistently — using a common framework, the entire sales organisation can produce consistent, positive results in their negotiations
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Workshops
Negotiate Success
Workshops
Executive Impact
SM
The Overview Executive ImpactSM is the only executive selling workshop that helps you sell the way executives want to buy. How much time and effort have you lost chasing down opportunities that were lost in the end because an executive denied your proposal? You can make an impact with senior executives by doing three things very well: • Quickly and effectively gain access to the senior level decision maker • Identify how the executive processes information to make the most important decisions • Influence the executive’s decision by tailoring your approach to make the most impact with the executive’s decision making style Executive ImpactSM is the first executive selling workshop that is based on empirical data resulting from an exhaustive two-year research study involving nearly 1,700 key executive decision makers. The study reveals five distinct executive decision-making styles.
“Winning the decision of key executives is critical in today’s marketplace. Learning how executives make decisions and
• The Charismatic is motivated by new ideas that will keep the company competitive • The Thinker takes time to think things through and avoids risk • The Skeptic is inherently mistrustful and worries about not winning • The Follower looks for proven ways tested already by themselves or others • The Controller likes to avoid change unless it is his/her own idea With Executive ImpactSM, you’ll win more business by selling more effectively to each of these decision-making styles.
teaching our sales force to tailor
Why YOU Should Attend
information based on these
Research shows that salespeople who are reaching the executive decision maker still aren’t making an impact. Executives report that more than half of the salespeople they meet with are ineffective at getting them to say, “yes” to the proposal.
styles, has raised the emotional intelligence required to win more
What you’ll Learn
business.” ARAMARK Healthcare Management Services
• Secure meetings with high-level executives • Identify each of the five decision-making styles • Develop strategies for before, during, and after each executive-level interaction • Adapt your selling style for maximum impact • Tailor your selling efforts when multiple decision styles are involved • Develop a tool kit designed for influencing a specific executive’s decision-making style to move the sale forward • Assemble your team in a way that best compliments your customers’ decision-making styles to avoid conflict and speed decisions along
How You and Your Organisation will Benefit • Learn a repeatable process to prepare you for every executive-level sales call • Work on your own real-world situations involving upcoming executive meetings • Achieve better close ratios, shorter sales cycles, and less discounting • Gain credibility and tighter relationships with executive decision makers • Equip yourself with a worksheet tool, which will help you determine the appropriate resources, timing, and method required to persuade each executive’s decision-making style
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SM
The Overview Today, companies count on their channel partnerships to maximise profits, increase market penetration, and enhance customer satisfaction. Businesses must take channel relationships to the next level by creating mutually beneficial solutions that focus on win-win strategies. Channel Partner ManagementSM discusses, validates and commits to specific goals and processes to help sales organisations and their channel partners achieve those objectives. The Channel Partner ManagementSM process improves the management of your channels for efficiency and effectiveness. It helps your business better optimise channel partnerships, and focus these relationships toward mutual profitability. This process provides everything you need to implement a viable action plan designed to produce results.
Why YOU Should Attend • Are channel relationships part of your overall sales strategy? • Are you unsatisfied with the effectiveness of your channel relationships? • Are you searching for a proven method to maximise the ROI from your channel relationships? • Would you like to increase loyalty from your partners and differentiate your organisation from your competition?
showed me how to manage my
What you’ll Learn
channel relationships more
• Ensure alignment of your long-term strategies with your partners • Develop strategic and tactical initiatives to achieve these goals • Assess the relationship’s importance to the partners • Gain commitment from partners for revenue goals and sales objectives • Provide channel partners the tools and support they need to achieve their revenue targets • Minimise competitive vulnerabilities • Learn how to build partner loyalty
strategically and how to gain
“Channel Partner ManagementSM
alignment from my partners upfront.” Raindance
How You and Your Organisation will Benefit The Channel Partner ManagementSM process helps organisations improve the efficiency and effectiveness of their channel relationships. By focusing on mutually-beneficial partnerships and win-win strategies, the programme helps businesses take their channel relationships to the next level. Through this process, both parties are able to mutually set expectations, and focus resources to maximise their return on investment. • Improve the efficiency and effectiveness of channel relationships • Achieve win-win strategies • Maximise your return on investment • Increase “mind share” and build partner loyalty
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Channel Partner Management
Workshops
Manager’s Coaching
SM
The Overview How do you protect your investment in sales training? How do you ensure your sales organisation is consistently using the concepts and processes of Strategic Selling® for consistently winning business? With Manager’s CoachingSM, you’ll learn to reinforce Miller Heiman sales process, while learning effective tools for improving overall funnel management and forecasting accuracy.
Why YOU Should Attend • Searching for a proven method to increase your return on investment? • Would you like to know where in your sales organisation more help is needed to . increase effectiveness? • Having trouble achieving results, but you don’t know why? • Would you like to achieve results more quickly?
What You’ll Learn events Miller Heiman events are part of a range of resources that complement our worldclass sales system. We offer events that are focused on the specific needs of the title and functional levels we engage with to help improve sales effectiveness and performance.
• Establish a framework for common goals, a common language and a consistent sales process. • Analyse the progress of Miller Heiman strategies and offer productivity-enhancing insights based on these evaluations • Lead Sales Funnel reviews that provide valuable insights and accurate forecasts • Identify areas where hands-on coaching will deliver the greatest returns • Help sales teams focus on what’s relevant, and avoid false starts and dead ends • Document sales processes, so successes can be repeated • Use common vocabulary to facilitate communication with action plans with timetables
How You and Your Organisation will Benefit The Manager’s CoachingSM programme shows sales leaders how to quickly identify opportunities to coach their salespeople to achieve desired results. It also provides an ongoing management support process to reinforce, analyse, and provide feedback on sales force effectiveness to senior sales management. • You will get the tools you need to become a more effective sales manager • The programme can be put to work right away so you can see results immediately • Get a proven framework that will increase your sales force effectiveness • The programme delivers both short- and long-term performance boosts • Increases your ability as a sales leader to reinforce and provide feedback on the progress of your sales team
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The Overview Leader Training Institutes (LTI) are part of a multi-step process to prepare and license sales leaders to conduct Miller Heiman programmes in-house, while ensuring the integrity of the programmes. Our train-the-trainer programmes allow you to become a Miller Heiman Client Associate by attending an intensive four-day programme for each selling process to be implemented. Currently, certification is available for Strategic Selling®, Conceptual Selling®, LAMP®, Channel Partner ManagementSM, Executive ImpactSM, Manager’s CoachingSM for Strategic Selling®, Manager’s CoachingSM for Conceptual Selling® and Negotiate SuccessSM. • The programmes can be tailored to your organisation through the use of specific examples and sales experiences • Your organisation can run smaller, more cost-effective programmes • Delivery of the programmes may coincide with other sales events and can be integrated with other sales-oriented training procedure or education Having Client Associates throughout your organisation accelerates buy-in and ensures the consistent use of the process. Due to their in-depth knowledge of the concepts, Client Associates can also tailor the training sessions to meet your organisation’s specific needs, and your sales force can be given regular follow-up training when appropriate and convenient.
Who Should attend All attendees should meet the following qualifications: • Have experience as a successful sales representative • Currently hold a sales leadership position within their organisation • Have a proven ability to grasp new concepts quickly • Have strong peer credibility within their organisations • Possess superior interpersonal and presentation skills • Have ambitions within their organisations and have been identified by superiors as having the potential to grow and add value within their sales force • Actively support Miller Heiman processes • Have the desire to teach Miller Heiman processes
What You’ll Learn • Discuss programme concepts in depth • Learn to introduce and develop each concept • Design your own teaching plans • Rehearse teaching each of the concepts • Discuss concepts and programme implementation • Develop individual teaching plans and practice concept instruction • Receive teaching tips and suggestions for assuring successful programmes from a . Miller Heiman coach • Receive support from Miller Heiman during your first programme
keynotes Miller Heiman Keynote presentations provide thoughtprovoking and actionable content designed to make your next conference, association event, sales or executive team meeting more effective. These sessions are quality keynote presentations delivered by professional level speakers who are industry experts, addressing topics relevant to sales leaders and the success of their teams. Miller Heiman Keynote sessions can include a relevant programme deliverable such as a copy of a Miller Heiman book, white paper, or research report. The sessions are adaptable to meet your company’s specific needs.
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Train-the-Trainer
Workshops
Web-Based Reinforcement
SM
The Overview How do you protect your investment in developing your sales organisation? Web-Based ReinforcementSM supports Strategic Selling®, Conceptual Selling®, and Large Account ManagementSM (LAMP®), by helping assess retention of the Miller Heiman sales process, while reinforcing key concepts learned during instructor-led programmes. Providing sales management with visibility into the retention of key concepts, Web-Based ReinforcementSM ensures that sales professionals are using the Miller Heiman sales process at the field-level to consistently win business. It also helps sales management understand the strengths of their sales team, while identifying areas for improvement.
Why Web-Based ReinforcementSM is Right for You
“Web-Based Reinforcement is a SM
• Are you searching for ways to improve your sales performance? • Have you implemented Miller Heiman processes and want to maximise your investment? • Would you like more visibility into how effectively your sales organisation is applying sales processes? • Is your sales organisation in need of reinforcement of sales processes and concepts?
fantastic way to help organisations
What You’ll Learn
put into practice the principles of
This progressive system of assessing and reinforcing programme concepts with your sales force is convenient to use and easy to implement. Web-Based Reinforcement’s detailed reports measure each salesperson’s retention and understanding of key concepts, indicate areas of strength, and uncover areas for improvement.
Miller Heiman. Our sales managers now have an innovative, consistent method for coaching their teams.” Alliant
• Measure the knowledge and effectiveness of your sales force • Improve the ability of salespeople to apply principles to complex sales. opportunities, sales call plans and key account relationships • Pinpoint specific selling behaviours and skills that need improvement • Reinforce common language and process within the organisation • Assess facilitator effectiveness
How You and Your Organisation will Benefit Web-Based ReinforcementSM helps companies maximise the investment they’ve made in the Miller Heiman sales processes. It provides ongoing coaching and learning without the need to remove your team from the field. Managers are able to gauge specific selling behaviours in their sales teams that could benefit from additional coaching. • Increase comprehension and execution of sales processes throughout . he entire sales organisation • Maximise your investment in sales organisation excellence • Get remote and ongoing coaching and learning without the need to remove . your team from the field • Maintain the momentum of original process implementation while protecting . and enhancing your investment • Know exactly where attention is needed and where you are succeeding
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SM
THE OVERVIEW Imagine if you could predict results before they happen. With Predictive Sales PerformanceSM by Miller Heiman, you’ll gain the visibility within your organisation to actually predict who within your sales organisation will become a top performer. You can even predict the performance of new salespeople joining your organisation before they’re hired. Predictive Sales PerformanceSM is a web-based process that is used to evaluate your sales organisation against benchmarked standards. Predictive Sales PerformanceSM provides a 25 to 30 percent better chance of correctly selecting an effective employee versus interviewing alone. As a result, precious recruiting and development resources are used to maximum efficiency.
WHY YOU SHOULD ATTEND Predictive Sales PerformanceSM is designed to help managers better identify, train, and retain an exceptional sales organisation. • Is undesirable turnover in your sales force too high? • Do you hire new sales professionals with unpredictable results? • Are the roles of your sales force constantly changing? • Do you know whose talents would be most useful during a corporate restructuring?
What it measures Predictive Sales PerformanceSM evaluates the talent within your existing field sales force, including new sales professionals joining your company. • Identify strengths and weaknesses of individuals and of the entire sales organisation • Allocate training and coaching on key areas that matter most • Identify backups for key positions • Identify the key strengths of candidates before you hire them and predict which candidates will become top performers and why • Build internal teams based on individual strengths that win business consistently
Sales Excellence Assessment
SM
The Overview The Miller Heiman’s Sales Excellence AssessmentSM measures the current strengths and weaknesses of each individual in your sales force. This data is then benchmarked against the most critical sales skills unique to your company and selling environment. The results of the Sales Excellence AssessmentSM enables you to prioritise where development is needed. These are the 8 key competencies the assessment measures: • Targeting • Qualifying • Negotiating • Delivering the Solution
• Prospecting • Executing Sales Strategies • Closing the Sale • Account Management
The full assessment report reveals a more detailed look at how these eight competencies break down further into 17 critical skills. We also provide team summaries for an additional view of the team’s overall capabilities. When the Sales Excellence AssessmentSM is used in combination with Predictive Sales PerformanceSM you learn not only your teams’ capabilities but also if you have the right people in the right places in your organisation
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Predictive Sales Performance
Workshops
Funnel ScoreCard
SM
The Overview Funnel ScoreCardSM is a process-based methodology for helping sales organisations quickly and systematically identify the best opportunities to pursue. It provides fact-based decisions around resource allocation and time management, resulting in better win ratios and more productive sales funnels. Funnel ScoreCardSM is an advanced module of Strategic Selling® and the Ideal Customer Profile concept. This instructor-led methodology is a series of hands-on workshops, which identifies the best practices of your organisation’s top performers and the criteria they use to successfully identify and win new business opportunities. Every organisation has its own selling model, which produces winning results. The key is to identify the objective criteria from this model. The Funnel ScoreCardSM then provides a powerful coaching tool that ensures the entire sales organisation is consistently applying these standards to opportunity development.
the Sales Performance journal Miller Heiman is a thought leader and innovator in the strategy, process and skills training necessary to drive sales performance. We have an active research and publishing agenda that helps us stay current on important developments in the world of sales so we can provide the best advice possible to our clients. Please feel free to browse our online Knowledge Center, download articles and register for alerts that will help you and your company win more profitable business.
With Funnel ScoreCardSM your sales force has a field-ready process to define, score, and rank which opportunities require sales activities and resources. No more wasted time chasing down poor sales opportunities. With Funnel ScoreCardSM you’ll increase the efficiency and effectiveness of your sales organisation’s ability to consistently win profitable business.
How Your Sales Organisation Benefits Funnel ScoreCardSM allows a sales organisation to spend more time in front of the right customers to win business fast. • Focus selling time on the right opportunities and actions that will close business, . thus shortening sales cycles • Consistently evaluate opportunities in all phases of the sales funnel • Improve communication and decision making around sales opportunities • Increase forecasting accuracy through enhanced funnel integrity
Reinforce Your Company’s Sales Process Funnel ScoreCardSM is based on Miller Heiman’s winning sales methodology, Strategic Selling®. • Apply a rigorous Ideal Customer Profile methodology to all sales opportunities pursued to ensure you’re putting the right people and resources on the opportunities that have the highest probability of winning • Replicate the knowledge and strategy of top sales performers throughout the sales organisation • Easily leverage won/lost analysis to better identify strengths and eliminate future red flags • Establish performance metrics at key stages of your sales process • Enhance sales process consistency with the implementation of a common language
Real World Selling Strategies Like all Miller Heiman sales methodologies, Funnel ScoreCardSM is genuine. It’s based on your company’s real-world selling environment. No manipulation. No gimmicks. Just a straightforward, honest approach to selling. • Learn a repeatable process for finding the right business to pursue • Apply a proven methodology to work through your own accounts to develop winning solutions • Develop an action plan you can put to work immediately • Establish criteria for what goes into your funnel and what doesn’t
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SM
THE OVERVIEW Miller Heiman’s Sales Access ManagerSM integrates the planning worksheets of the popular Strategic Selling®, Conceptual Selling®, and Large Account Management ProcessSM methodologies into CRM platforms, and contact management systems. This winning combination provides the tools, information, and ease-of-use required to help you consistently win more business. Sales Access ManagerSM provides sales management visibility to sales opportunities and required actions throughout the sales organisation. Account updates are more productive by helping sales management and sales professionals focus on key activities required to move opportunities forward. For sales professionals, Sales Access ManagerSM provides quick and easy access to Miller Heiman planning worksheets, including the Blue, Green and Gold Sheet. When Sales Access ManagerSM is implemented within your organisation, all information captured within the planning worksheets, including Buying Influences, Customer Concept, Funnel Position, and Action Plans are readily shared with colleagues, account management teams, and sales management.
Note In addition to being available in a stand-alone version, . Sales Access ManagerSM currently supports several popular CRM platforms.
Sales access managerSM currently supports . the following PLANNING WORKSHEETS BY Miller Heiman. Strategic Selling® - Blue Sheet Strategic Selling® and the Blue Sheet planning tool empowers sellers to build and maintain a strategic approach to pursuing opportunities. The Blue Sheet gives sales people an easy and user-friendly way to build strategies for individual opportunities moving them to close faster. Conceptual Selling® - Green Sheet Conceptual Selling® and the Green Sheet planning tool focuses sellers on the effective management of their individual sales calls helping them properly position their products. The Green Sheet give sales people a consistent process for leveraging every customer interaction as they move through the sales cycle.
• Pivotal® • Salesforce.com® • SalesLogix® • SalesNet® • Siebel® * Software Developer’s Kit, available from Miller Heiman, may be required for some CRM integrations
Large Account Management ProcessSM (LAMP®) – Gold Sheet LAMP® and the Gold Sheet planning tool enhances the sellers’ ability to build lasting relationships with their largest customers. The Gold Sheet gives sales teams a repeatable and reliable way to exchange information and build 1-3 year strategies to grow their most profitable customers.
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Workshops
Sales Access Manager
Workshops
Miller Heiman Certified Sales Professional
SM
The Overview It’s your future. Add strength to your track record. Provide top line growth to your company and build life long credentials for yourself. The Miller Heiman Certified Sales ProfessionalSM, is a designation you can earn through an advanced programme designed to broaden your knowledge and kick your sales performance to a higher level. Choose a track specific to your business through a series of highly successful Miller Heiman Sales Workshops. Completion benefits both you and your company and the programme is extremely flexible – you can extend to 18 months to accommodate your demanding schedule.
CERTIFICATION TRACKS Business Development Track
Choose a specialised track. • Business Development • Account Management • Sales Management
Designed for individuals who are primarily involved with new business acquisition in both existing and new accounts. This individual has a “hunter” focus whose key objective is finding new customers, and selling additional products and services to existing customers. This track is for sales professionals who want to excel at prospecting and qualifying the right customers to add to their funnel. Graduates will master the ability to navigate complex sales and reach high-level decision makers. You will make the way you sell set you apart from your competitors. You will learn how to gain incremental commitment from each interaction to keep the sale moving forward. Throughout the process, you will be consistently negotiating, using value to overcome price sensitivity. Workshops in this track include: • Strategic Selling® • Conceptual Selling® • Executive ImpactSM • Negotiate SuccessSM Account Management Track Designed for individuals who are primarily involved with supporting existing customer relationships. Their focus is to maintain and grow existing customer revenues. These customers are strategic or key accounts that warrant extra dedication of time and resources and a solid strategy to bring deals through the funnel to closing. This track focuses on sales professionals who manage key accounts or channel partnerships. Graduates will maximise the potential of their critical accounts by adding strategic value where it’s needed most. Becoming an invaluable asset to the customer, you’ll optimise relationships to achieve mutual profitability. As a result, you’ll have a map that will enable you to continually increase deal size and revenue from your most important accounts. Workshops in this track include: • Strategic Selling® • Conceptual Selling® • Negotiate SuccessSM • Executive ImpactSM • Large Account Management ProcessSM (LAMP®) • Channel Partner ManagementSM
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SM
Sales Management Track Designed for individuals with P&L responsibility who manage sales teams. This track develops specific strategies to help managers grow and develop winning sales teams, which achieve organisational goals and revenue targets. This track is for sales managers who need simple, yet effective coaching and management techniques that focus specifically on eliciting exceptional results from sales teams. You will be able to pinpoint areas where salespeople should concentrate their efforts toward greater efficiency and success. Graduates of this track will reinforce Miller Heiman concepts with the sales team to maximise the sales process and achieve consistent results. Workshops in this track include: • Strategic Selling® • Conceptual Selling® • Negotiate SuccessSM • Executive ImpactSM • Manager’s CoachingSM • Predictive Sales PerformanceSM • Sales Excellence AssessmentSM
“I can honestly say that Miller Heiman is key to my success. I apply the entire suite of sales strategies on a regular basis,
how you and your organisation will benefit Successful salespeople remain productive regardless of the economy, because they have the knowledge, skills and tools to manage the sales process from prospecting and qualifying to closing. They manage customer relationships, sell solutions instead of products and manage their funnels strategically.
whether I’m on the phone or talking to a client in person.” Muehlstein
Managers with advanced skills choose a sales team with the right job fit and job skills. They coach their teams through the sales process to meet quotas and enhance revenues. It’s a win-win, for individuals and their companies. A Win for You • Sharpen your sales skills • Use cutting edge tools • Manage your funnel • Prospect and win • Justify a promotion A Win for Your Company • Leads: better quality and quantity • Bigger deals • Better win rate • Increased revenue
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Workshops
Miller Heiman Certified Sales Professional
Engagement options
Engagement Options Our Approach You will work with real opportunities that you want to win. You get immediate results by applying a repeatable sales system to your own accounts. • Work on your own accounts. No case studies • Leave with a repeatable strategy and action plan to win one of your most critical deals – Guaranteed • Streamline your sales efforts. Do in minutes what used to take hours • Download an integrated software tool to guide you through complex sales • Receive lifetime support and reinforcement
Our Sales Practitioners All Miller Heiman facilitators are seasoned sales professionals. Each has extensive sales experience. This ensures they have the credibility to work with the most senior salespeople in an organisation and understand the challenges of the sales environment.
Sales Workshops Miller Heiman’s open workshops are intense one to three-day structured account planning sessions. Workshops are open to salespeople and sales support executives who have contact with customers. Benefits • Located in cities around the world to fit the busy schedules of your salespeople • A range of industry and demographic participation provides the unique experience of sharing a variety of ideas and solutions • Provides an outlook on how others are benefiting from the sales system to achieve their goals
Create a Workshop Programme Controlling expenses? Can’t travel? Create a workshop in your city! With a team of six or more, Miller Heiman’s create-a-workshop programme enables you to create a workshop in your city - we handle all the details, and add it to our workshop calendar. This programme provides substantial group savings.
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In-House, Private Engagement Any of Miller Heiman’s solutions can be deployed to your sales organisation. A Miller Heiman consultant, who is an expert in your business, will spend time diagnosing your specific needs and work with you to deploy a solution tailored to the sales environment. Customised sales materials are available for organisations that wish to incorporate their mission and ideologies into the Miller Heiman sales system. Benefits • Can be scheduled to fit your organisation’s sales and travel schedule • May be coordinated with other group sales activities to minimise travel time and expenses • Sales examples are tailored to your current sales situation and to your specific industry and company • Salespeople benefit from being in a private and synergistic environment
Online Learning Online learning is designed for salespeople and sales support professionals who need to be ramped up quickly and who cannot take time out of the field. Miller Heiman recommends that online learning supplements instructor-led training. Options for online learning are varied depending on your needs: • Full overview – an 8-hour web course provides you a thorough understanding of the Miller Heiman sales system • Reinforcement of sales system – within 90 days of a workshop, online reinforcement helps you reinforce the concepts you learned in the workshop, to achieve maximum performance from the sales system • Blended with instructor led workshop – this approach integrates online training with instructor-led training. It provides the flexibility that is often demanded by top management, and benefits the sales force through self-paced learning that reduces loss of selling time
Train-the-Trainer Miller Heiman has an extensive network of certified individuals who wish to facilitate Miller Heiman methodologies within their own companies. Please see page 19 for additional details on this engagement option.
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Engagement options
Engagement Options
events & conferences
Events & Conferences Events Miller Heiman events are part of a range of resources that complement our world-class training and consulting. We offer events that are focused on the specific needs of the title and functional levels we engage with to help improve sales effectiveness.
User Conference Join the largest gathering of Miller Heiman alumni at our annual User Conference for an intensive exchange of ideas and best practices. This event is to help alumni learn from others who are tasked with the responsibility of driving sales force effectiveness. Most sessions are presented by clients to provide specific insights on implementation, reinforcement, and results in a wide variety of industries and company sizes. The 2007 User Conference will be held on 17 October 2007, with a pre-conference dinner on 16 October 2007. For more information, please email:
[email protected] or call: +44 (0)1908 211212. Who should attend? Alumni at a manager level and above who are responsible for the implementation and reinforcement of the Miller Heiman Sales System.
annual sales best practice research Miller Heiman’s comprehensive annual research study of sales practices, success metrics and Winning Sales Organisations* has become recognised as the largest continuous research project dedicated to sales performance in the world. Since the study was launched in 2003, more than 12,000 sales professionals have participated. Participants benefit by gaining access to information and insights we feature in our publications. Even more significantly, the research results support benchmarking exercises that enable companies to understand how they compare to their peers and how they can better identify areas for improvement. *Winning Sales Organisations are defined as companies that are able to increase revenue, account acquisition, and average account billing compared to the previous year. To view our latest research findings, please visit www.millerheiman.com/knowledge_center/
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Keynotes Miller Heiman Keynote presentations provide thought-provoking and actionable content designed to make your next conference, association event, sales or executive team meeting more effective. These sessions are quality keynote presentations delivered by professional level speakers who are industry experts, addressing topics relevant to sales leaders and the success of their teams. Miller Heiman Keynote sessions can include a relevant programme deliverable such as a copy of a Miller Heiman book, white paper, or research report. The sessions are adaptable to meet your company’s specific needs. Topics we have recently delivered include: • The Pursuit of Sales Excellence: How Winning Companies are Gaining Market Share • Prospecting and Qualifying: Finding the Right Business in Today’s Economy • Strategies of Winning Sales Organisations • Accessing Senior Executives • Executive-level Selling • Selling a Full Solution • Cross-Selling & Up-Selling • Achieving Long-Term Profitable Relationships For more information, or to book a keynote, visit www.millerheiman.com
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events & conferences
Events & Conferences
Miller Heiman Publications
Miller Heiman Publications Miller Heiman’s newsletters keep you in front of the most pressing issues and trends in sales, providing advice and best practices to help you advance your career and achieve your sales objectives.
Miller Heiman Sales Performance Tips Each month, Miller Heiman Sales Performance Tips shares relevant and actionable tips and advice that help sales professionals of all levels win business quickly and consistently. Each edition focuses on a pressing challenge facing salespeople today, and offers recommendations on how you can overcome it. Through pragmatic and relevant strategies and techniques, Miller Heiman Sales Tips will help you become a more seasoned, successful sales professional.
Miller Heiman Sales Performance Journal – Insights for Executives The Miller Heiman Sales Performance Journal is a new flagship publication written by sales leaders, for sales leaders. The Journal is written for sales executives and aspiring sales executives who are searching for compelling news and best practices that dive into the issues and challenges of winning sales organisations. The Journal showcases case studies and success stories, the latest research findings on sales effectiveness, proven and innovative selling strategies, industry news and events, and more. To subscribe to these free publications, visit www.millerheiman.com/knowledge_center/
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When you experience the Miller Heiman sales system, your relationship with Miller Heiman begins. We strive to be a meaningful and effective sales resource to our alumni throughout their career. Miller Heiman is the trusted expert to our worldwide community of alumni, providing ongoing reinforcement and support to help them reach their objectives and advance their career for years to come.
Lifetime reinforcement and support If you are experiencing road blocks or red flags in your account, call Miller Heiman and we can walk through your action plan to uncover hidden opportunities and help you move the sales cycle forward.
Best Practices Benefit from Miller Heiman’s frequent publications, providing best practices and advice for driving sales results. Another venue to benefit from best practices is Miller Heiman webcasts. Presented about six times a year, our webcasts feature pressing issues and how winning sales organisation are overcoming them.
White Papers and Research Miller Heiman’s extensive sales resource library provides our alumni network with relevant and up-to-date statistics and information in the sales arena.
Annual User Conference Every year, sales leaders and executives in the Miller Heiman alumni network descend on a location within the UK to join Miller Heiman for sharing insights and best practices. The exclusive group has the opportunity to network and learn from each other how to best implement and leverage the Miller Heiman sales system to get results.
Protected Access to the Miller Heiman Website Access a protected section of the Miller Heiman store to purchase action plans, accessories, software to integrate the Miller Heiman system into your CRM or content management system, reference guides, special books, and more.
Special values and discounts When learning or research opportunities become available, Miller Heiman alumni are the first to receive access.
Certification Opportunities Miller Heiman alumni are qualified to become a Miller Heiman Certified Sales Professional. As a Miller Heiman certified professional, you will fully leverage the proven Miller Heiman system to achieve the highest level of success. In addition, you will retain the credential for advanced credibility and advancement in your career.
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Benefits of Miller Heiman Alumni
Benefits of Miller Heiman Alumni
knowledge center
Knowledge Center Miller Heiman offers a wide range of products for reinforcing the world’s most proven, most productive sales methods. If you haven’t attended a workshop, then these materials will provide you a basic insight into the Miller Heiman Sales System. If you have attended a workshop, then they help you maintain your investment in the sales process, and reinforce the valuable lessons your salespeople have already learned. Keep the process alive with books, audio programmes, software, and planning worksheets! • Books are a mainstay of reinforcement techniques and make for thoughtful discussion and better understanding of the process. • Audio programmes expand on and amplify the Miller Heiman sales processes and allow you/your salespeople to listen at home or while driving. • Advanced audio programmes include in-depth discussions of the most complex concepts of the sales process, as well as answers to the most challenging questions our clients have asked us over the years. • The planning worksheets enable you to strategise single sales objectives, sales calls, and large accounts.
New Strategic Selling®
Focuses on how to get better business results by implementing and/or refining a strategic account management program. Strategic account management is a systematic process for managing key interactions and relationships with critical accounts. >>> Price: £19.99
New CONCEPTUAL Selling®
The Negotiation Field Book
The New Conceptual Selling® provides step-by-step tactics for achieving effective communication during one-on-one sales calls and managing all customer interactions. The newly revised edition contains expanded discussions on question types, clarification of action commitments and valid business reasons, reinforcement of single sales objectives, and effective call planning. >>> Price: £19.99
Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides you with no-nonsense guidance that can be difficult, if not impossible, to find. >>> Price: £12.99
NEW Successful Large Account Management Processsm (LAMP®)
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The Seven Keys to Managing Strategic Accounts
This business classic confronts the rapidly evolving world of businessto-business sales with real-world examples, strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. >>> Price: £19.99
Successful Global Account Management
Demonstrates how a team effort toward managing complex large revenue accounts helps you win. Learn how to manage cross-functional team in ways that clarify roles and responsibilities, boost collaboration, increase effectiveness and ensure accountability. >>> Price: £19.99
Global Account Management is a manifestation of a fundamental shift in the way companies do business. Successful Global Account Management gives practical guidance, along with the necessary business models, to show companies how to achieve global objectives. >>> Price: £27.50
The 5 Paths to Persuasion: The Art of Selling Your Message
miller heiman sales performance journal digest
You’ll learn how identify decision making styles, and develop effective strategies that will make you more effective at selling to executive decision makers. >>> Price: £13.99
The Sales Performance Journal Digest is the print version of Miller Heiman’s monthly on-line business journal.
www.millerheiman.com
>>> Price: £110.00
Short Takessm Series (Vol. 1). Getting to the Economic Buyer: The Ultimate Decision Maker Behind Every Sale The roles are the same, but today’s buyers are behaving differently in response to a changing marketplace. Getting to the Economic Buyer applies the principles of Miller Heiman’s sales methodologies to the realities of the current selling environment. >>> Price: £4.95
Short Takessm Series (Vol. 2) . Prospecting & Qualifying: Finding the right business in today’s economy Prospecting and Qualifying presents strategies for systematically sorting potential accounts and opportunities into highly manageable groups that reflect a reasonable probability of resulting in win-win outcomes. >>> Price: £4.95
Short Takessm Series (Vol. 3) . cross sell, up sell: helping your customers think bigger It can cost four times as much to sell to a new customer as an existing one. By taking advantage of existing relationships and ongoing contacts with customers, companies can sell more products and services, reduce the cost of sales and enhance customer loyalty. >>> Price: £4.95
New Strategic Selling® AUDIO CD An audio summary of Miller Heiman’s best-selling book Strategic Selling®. Adapt this proven process. >>> Price: £10.95
CONCEPTUAL Selling® AUDIO CD Understand your customer’s concept and get the sale. If you need immediate results, Conceptual Selling® is for you. An abbreviated audio version that highlights the main concepts of The New Conceptual Selling® book. >>> Price: £10.95
Successful Large Account Management Processsm (LAMP®) AUDIO CD Protect your crucial, high revenue generating account with this abbreviated audio version of Miller Heiman’s popular LAMP® book. >>> Price: £10.95
Strategic Selling® Reference Guide* The Reference Guide, reinforces the strategies you learned in Strategic Selling® instructor-led program, test your knowledge, and share common Blue Sheet blunders to avoid. >>> Price: £16.50
Red Flag Stickers* [50 sheets large/small] Perfect for use when putting together a Blue, Green, Gold or Copper Sheet. Both enable you to “Red Flag” any missing information, unidentified Buying Influences, or those areas where you need to gather more information. >>> Price: £7.50
Strength Stickers* [50 sheets large/small] Perfect way to indicate areas of clear uniqueness or differentiation from your competition or areas you would like to leverage. Both are perfect for use when putting together a Blue, Green, Gold or Copper Sheet. >>> Price: £7.50
Blue Sheet* Strategise for your next critical sale. Identify elements of strategic analysis, analyse sales opportunities, develop effective strategies, and manage and track sales objectives. >>> Price: £15.00 (Pad of 100 A3 Size) or £2.50 (each per poster size)
GREEN Sheet* Prepare for your next sales call by identifying your valid business reason, needs of the buying influence, and establish best action commitment and minimal acceptable action. >>> Price: £15.00 (Pad of 100 A3 Size) or £2.50 (each per poster size)
GOLD Sheet* Plan your large account strategy and identify your current relationship position, define desired position, and develop your strategy and action plans. >>> Price: £15.00 (Pad of 100 A3 Size) or £2.50 (each per poster size)
Copper Sheet* Prepare for your next complex negotiation and bring more value by identifying your ICON and 4D Strategy. >>> Price: £15.00 (Pad of 100 A3 Size) or £2.50 (each per poster size) *To order these materials, you must have previously attended a Miller Heiman workshop.
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knowledge center
Knowledge Center
Order Form
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How do you know you have the right salespeople in the right positions? What does it take to be a successful selling organisation in
Miller Heiman’s Predictive Sales PerformanceSM is an
today’s marketplace? That’s the question recently posed to
assessment tool used by sales organisations to evaluate
a global audience of sales professionals in Miller Heiman’s
existing sales professionals within an organisation to
annual sales performance study. Receiving more than 3,400
ensure talented people are aligned with appropriate sales
responses, Miller Heiman isolated specific challenges and
functions. Consider the following:
opportunities facing sales organisations throughout the world. Benchmarking the responses against the previous year’s results, the ongoing Miller Heiman Sales Performance Study is considered one of the most comprehensive, statistically-valid studies of its kind. By isolating the top three challenges, the study reveals the current priorities of sales organisations.
1. Is your assessment criteria based on the competencies and skills of your organisation’s top performers? 2. Are you identifying the strengths and weaknesses of individuals within your sales organisation? 3. Are you allocating training and coaching opportunities on the people and competencies that need it most?
The ability to leverage an objective process for ensuring the
Sales organisations that grow market share in the coming
right salespeople are in the right positions is considered a
years will lead all other sales organisations in their ability to
top challenge by sales leaders.
deliver consistent results. These organisations will use sound,
It’s clear the tough selling conditions of the past several. years exposed poor sales performers and their actions. .
objective data based on historical successes and failures to continually improve upon their top-line sales results.
Costs associated with bad decisions regarding job fit have become readily apparent. These experiences are encouraging companies to establish objective processes to benchmark their top performers and leverage the data to make smarter staffing decisions.
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MILLER HEIMAN international HEADQUARTERS Nelson House, No. 1 Auckland Park, Milton Keynes, MK1 1BU England T: +44 (0)1908.211212 F: +44 (0)1908.211201 Visit www.millerheiman.com for more information.
MILLER HEIMAN CORPORATE HEADQUARTERS 10509 Professional Circle, Suite 100, Reno, NV 89521 USA T: +1 877.678.3350 F: +1 775.827.5517 Visit www.millerheiman.com for more information.