sales performance solutions - miller heiman group€¦ · sales performance solutions ... • high...
TRANSCRIPT
BE READY TOWIN MORE.
SALES PERFORMANCESOLUTIONS
Powered by Miller Heiman®, Huthwaite®, AchieveGlobal®,
Impact Learning Systems® and Channel Enablers®
TM
Sales ReadyTM
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%
www.millerheimangroup.com
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
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