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Miller Heiman Group Be Ready 013017
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Transcript of Miller Heiman Group Be Ready 013017
Talent Performance Journey
Maximising Potential
Leadership Insights Assessments
Talent CQ Assessments
Sales Force Talent Audit
Sales Skills Assessments
Selec%on
De
velopm
ent
Pre Hire & Onboarding
Succession Planning
Managing Performance
Learner ReadyTM
Insight ReadyTM
Strategy ReadyTM
Exclusive CSO Insights Research Library
Trends
Data
Thought Leadership
Expertise
Analysis
Powered by CSO Insights, The Research Division of Miller Heiman Group
Memberships
Custom Benchmarks
Advisory Services
Leverage the full range of research studies, underlying data, industry analysis, as well as members-only thought leadership: assessments, maturity models and frameworks.
Prioritize investments and address performance gaps based on comparative data.
Address strategic issues and refine plans with customized interactions, data and analysis with CSOi Analysts focused on your strategic issues.
Instructor Led Miller Heiman Group
Facilitated Client Trained
Facilitated Public Workshops
Digital Interactive E-Learning
Engaging Animated Delivery
Micro-learning Modules
Integrated Self-paced, or Time-Bound
Social Learning
Gamification Serves as a Content Hub
Reinforced Ongoing coaching
and Follow up
Proven IP + Custom Services
Sales ReadyTM
Platform Solutions Portfolio
Behavioral Changes
Customer Challenges
Conversation Ready
Professional Selling Skills®, SPIN® Selling Conversa5ons, Conceptual Selling®
Lack of commitment by not having purposeful conversa5ons
• More planning before meetings • Asking important and difficult
questions
Opportunity Ready
Strategic Selling®, Funnel ScoreCard®, Strategic Selling® Funnel Management
Common approach to winning more opportuni5es
• Identify & address risks related to winning
• Proactively leverage strengths to increase position
Relationship Ready
Large Account Management Process (LAMP®)
Driving results through more produc5ve rela5onships
• Collaborate with the customer to build a strategy and shared vision
CRM Ready Planning Tools and Funnel Management Tools integrated with the customer’s CRM
Adop5on of a CRM system • Increase use of methodologies & CRM as a result of integra5on with the CRM data
Channel Ready Channel Partner Management
Channel selling effec5veness • Iden5fy the number of partners to hit the target
• More effec5vely engage with partners
Service ReadyTM
Sales
Field Service
Invoicing
Delivery Installation
Accounts Receivable
Account Management
Service & support
Tech Support
CUSTOMER
Exploring Digital Communications
Building Customer
Loyalty
Mastering Conversation
Essentials Navigating Challenging Situations
Strengthening Customer Connections
SERVICE READYTM
The most comprehensive learning modalities on the market. Choose one, or any combination, of all four to shape a cutting edge learning experience that fits your
company, your team and your culture.
Talent ReadyTM The most comprehensive set of solutions and
services on the market to help companies sell more and service better.
Welcome to the New Innovative
Research-based perspectives on sales effectiveness and customer experience that help organizations find more, win more, and keep and grow more business.
The most innovative and proven skill and methodology programs on the market. Designed to help sellers change behaviors and drive selling
performance. Solutions within the platform are available in the accompanying Learner ReadyTM modalities found to the right.
Solutions provide the skills, methodology and processes that ensure exceptional interactions at every touch point along the customer journey. These solutions are
available in the accompanying Learner ReadyTM modalities found to the left.
At every point along the talent lifecycle of sales professionals and leaders, assessment plays a critical role. From initial selection to succession planning to job transition, it is important to
understand what top performers do consistently and leverage that knowledge to create a path to success for sales professionals at every level.
Strategy Ready
Consulting services to better align and improve sales organizational execution.
Specific Consulting Solutions 5-Point Performance Diagnostic (Sales force assessment)
Talent Management & Assessment
Sales Process Improvement & Metrics
Territory Coverage and Quota Setting
CRM Audit & Design
Channel Definition
Compensation & Incentive Design
Sales Enablement
1. Comprehensive Data Collection (40+ performance benchmarks)
2. Identification of Risks and Opportunities
3. Attaching Value to Mitigating Risks and Pursuing Opportunities
4. Prioritizing Risks to Mitigate and Opportunities to Pursue
5. Recommending Specific Actions over Time Frames that Make Business Sense
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