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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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