SALES PERFORMANCE SOLUTIONS - Miller Heiman Group€¦ · SALES PERFORMANCE SOLUTIONS ... • High...

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BE READY TO WIN MORE. SALES PERFORMANCE SOLUTIONS Powered by Miller Heiman ® , Huthwaite ® , AchieveGlobal ® , Impact Learning Systems ® and Channel Enablers ® TM Sales Ready TM

Transcript of SALES PERFORMANCE SOLUTIONS - Miller Heiman Group€¦ · SALES PERFORMANCE SOLUTIONS ... • High...

Page 1: SALES PERFORMANCE SOLUTIONS - Miller Heiman Group€¦ · SALES PERFORMANCE SOLUTIONS ... • High Tech ... larger journey with us—the choice is up to you based on the challenges

BE READY TOWIN MORE.

SALES PERFORMANCESOLUTIONS

Powered by Miller Heiman®, Huthwaite®, AchieveGlobal®,

Impact Learning Systems® and Channel Enablers®

TM

Sales ReadyTM

Page 2: SALES PERFORMANCE SOLUTIONS - Miller Heiman Group€¦ · SALES PERFORMANCE SOLUTIONS ... • High Tech ... larger journey with us—the choice is up to you based on the challenges

Don't Ignore Your Secret WeaponSelling is no easy task, and, the truth is it’s only getting tougher. As we move to a world where information is readily available to everyone—your prospects, your customers and your competitors—buyer expectations are changing. The number of decision makers is up 5.8 percent, the selling process is more formalized, there are more political decision makers involved and retention rate has increased by 5.4 percent.

This market disruption is making it much harder to stand out from your competitors. So how do create a differentiator that shines through the competition and changing landscape? You use people. Your people are your secret weapon. Ensuring your sales team is always on its toes in tough conversations, has the skills to run an effective meeting, and is conceptual enough to build and follow through on a winning selling strategy before the conversation begins is the ultimate differentiator.

That's where we come in. Whether you're just looking to get better, have a recognized problem you need fixed or need a complete transformation in strategy or culture, we can help. Because you need to be ready to perform in today's environment--and tomorrow's.

Common Challenges We Help Customers Solve:• Building and executing a world-class strategic accounts program• Connecting client issues to products• Strengthening sales coaching methodology and sales management• Collaborating across the organization on large deals• Determining if culture supports your sales strategy• Instituting greater call planning discipline to increase win rate• Aligning compensation plans with business objectives• Achieving better ROI on CRM systems• Attracting world-class talent• Understanding if your sales people have the right skills• Determining the best selling process for your organization• Empowering top performers and creating more like them• Leveraging M&A initiatives to expand wallet share

Don’t Be Current State.Be Future State.World-class organizations have a high advantage over lagging organizations when it comes to sales effectiveness.

BE READY TO SELL MORE, WIN MORE AND SET YOURSELF APART

FROM THE COMPETITION.

A Sample ofIndustries We Serve:• Financial Services • Professional Services • High Tech • Telecommunications • Manufacturing • Distribution

• Medical Devices• Banking• Insurance• Retail• Healthcare• Energy and Utilities

VS.

Sales reps meeting quota

WORLD-CLASS ORGANIZATIONS

formalized sales process and coaching methodology

LAGGINGORGANIZATIONS

immature sales process and no

coaching process or methodology

64% 53%Sales force turnover

12% 21%

Company planned attainment

89% 76%

Social media is an effective tool for identifying

opportunities

72% 28%

Sales Managers held accountable for forecasting

accuracy

91% 45%Sales compensation plans

aligned to business strategy

96% 45%

Forecast deals won

51% 39%

CRM is an effective sales enablement tool

85% 26%

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The first step in getting it right is to diagnose the real challenges in your way. Central to our approach is our high-quality diagnostic tool that informs how we approach each engagement. We begin by assessing your organization’s operations, people and management. Then, we walk you through what world-class looks like when it comes to creating and managing opportunities and relationships—and we work to understand the processes and methodology you currently have in place to accomplish this—all focused around your customer.

Taking a look at specific challenges, and the formula of skills, methodology, sales leadership and CRM optimization that sits underneath each challenge, empowers us to explore where your journey with Be Ready Solutions begins. From there, we work with you to determine next steps that not only meet your needs but give you a substantial competitive advantage in working with today’s buyers.

Inspired by the strength and success of three prominent industry brands, we have the only winning combination of proven methodologies and skill-based solutions in sales performance to help you enhance growth opportunities and sell more.

THE FIRST STEP IS DIAGNOSIS, THE SECOND IS A CLEAR UNDERSTANDING.

UNDERSTANDING CHALLENGES LEADSTO DELIVERING OUTCOMES

www.millerheimangroup.com

Page 4: SALES PERFORMANCE SOLUTIONS - Miller Heiman Group€¦ · SALES PERFORMANCE SOLUTIONS ... • High Tech ... larger journey with us—the choice is up to you based on the challenges

Sales ReadyDeveloping sellers with the most comprehensive skills and methodology programs on the market

Service ReadyCreating customer experiences that build loyalty

Learner ReadyLeveraging multiple solutions to design your learning experience

Talent ReadyIdentifying and keeping talent that drives performance

Strategy ReadyUtilizing consulting expertise to drive measurable performance

Insight ReadyTurning data into measurable change

BE READY SOLUTIONSThe Be Ready family of solutions provides insight and expertise across all functions of your business to ensure each employee is ready to perform in every situation. Whether your need is in sales, service, learning, talent, strategy or insight, it all works together as an end-to-end approach across your business. Start small or take a larger journey with us—the choice is up to you based on the challenges your business is facing.

Sales Ready is a solution inspired by some of the most powerful brands in the market—aligned to bring you the training, learning and development solutions you need to create a world-class sales force. The landscape of selling is changing, the behaviors and mindset of buyers is evolving, and you need to ensure your sales leaders, sales managers and sales teams are all ready to perform in this new world. After all, in this new world, they are the only point of differentiation you have—use them.

www.millerheimangroup.com©2016 Miller Heiman Group. All rights reserved. v1 (04/2016)

Miller Heiman GroupTM

Sales ReadyTM

Talent ReadyTM

Strategy ReadyTM

Service ReadyTM

Learner ReadyTM

Insight ReadyTM

Professional Selling Skills®

SPIN® Selling Conversations Conceptual Selling®

Strategic Selling®

Large Account Management ProcessSM (LAMP®)CRM ReadySales Leadership

Sales EffectivenessOrganization Design and CoverageTalent ManagementCompensation and IncentivesSalesSystemTM CQSales Enablement

Instructor Led LearningDigital Learning

Integrated Learning

Building Customer LoyaltyMastering Conversation EssentialsNavigating Challenging SituationsExploring Digital Communications

Service Ready for Technical SupportCoaching to be Service Ready

Comprehensive BenchmarksDigital Memberships

Advisory Services

Sales Skills AssessmentsPredictive Assessments