Of reps make quota
Forecasted deals are won
Annual sales force turnover
Source: CSO Insights
Watch Byron Matthews, president and CEO of Miller Heiman Group, explain how the breadth of skills and methodology training in Sales ReadyTM will empower your selling process and your performance.
SPIN® Selling Conversations. Conceptual Selling®. Strategic Selling®. Professional Selling Skills®. Large Account Management ProcessSM (LAMP)®. The products and solutions you know are still available. By bringing them together, we’ve added value to all of them. And as you can see from the chart below, the combination of these products has led to even more offerings in four general areas: Methodology Training, Sales Training, Sales Leadership and our CRM-Ready Suite.
63% of sales organizations believe ability to cross/up-sell needs a major redesign
40% of sales organizations believe their ability to renew business needs major improvement
72% of wins close exactly as forecasted less than 75% of the time
There are proven methods of expertise that help optimize interactions with customers, increase sales, and create effective communication across sales teams. Learning the methodology of strong selling strategies and concepts empowers sales to identify and engage key buying audiences and better identify viable prospects. This increases funnel predictability, provides a common sales approach for creating and managing opportunities, and, ultimately, win rations go up.
With proven methodology products in our portfolio like Strategic Selling, Conceptual Selling and Large Account Management Process (LAMP), you get the best of proven technologies across the market, mixed with the strongest skills solutions—ensuring your sales performance is fully optimized.
CRM is software, not a magic wand. It can be a powerful tool to help strengthen customer relationships, track analytics, progress and year-end results, but only if it’s truly adopted by the organization, and, more importantly, the sales team. Too often CRM systems are implemented only to become a second thought to closing deals, managing opportunities and making money. Records get duplicated, information becomes too hard to sift through and eventually your CRM is an unreliable mess.
CRM Ready makes it easy to improve visibility, evaluate opportunities, support resource allocation, drive funnel management, and many other things that are imperative to a strong sales foundation. Our technology can integrate with almost any major CRM solution to ensure your CRM software is working for you.
62% of sale managers believe their reps need improvement establishing contact with high-level executives.
59% of sales leaders grade their adherence to a specific process as random or informal
54% of sale teams believe their ability to conduct a thorough needs analysis needs major redesign
Leading a sale team isn’t the easiest job in the world; in fact, it’s one of the toughest. But, when done effectively—it’s also one of the most impactful. Ensuring sales leaders have the tools and resources they need to coach effectively around professional skills, conceptual thinking and prospecting is one of the most valuable tools you can provide to empower the sales team.
This is why our focus remains strong on development of sales leadership. Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a strong foundation for ensuring sales leaders and managers have what they need to be successful.
34% of sales teams believe their ability to align the solution with customer needs is in need of improvement.
47% of sales organizations do not understand their customer’s buying process.
62% of sales managers believe their reps need improvement establishing contact with high-level executives.
Having the right skills is a critical component of a successful sales team. It starts with essential selling skills that empower sales to ask impactful questions, understand needs, handle objectives and gain buyer commitment. As sales teams advance, skills should advance. Gaining the ability to help move decision makers to make decisions faster, thereby increasing sales, shortening sales cycles and increasing the quantity if valid opportunities.
The combination of skills-based products from Miller Heiman, Huthwaite, and Achieve Global provide you a foundation of powerful skill solutions—from basic skills to advanced skills, including well-known products like SPIN Selling Conversations, CRM Ready Suite and Professional Selling Skills.
62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives
59%: Sales leaders who grade their adherence to a specific process as random or informal
54%: Sales teams who believe their ability to conduct a thorough needs analysis is in need of a major redesign
Empowering your sales team requires specific tools and resources to coach effectively around professional skills, conceptual thinking and prospecting. That’s why we remain focused on developing sales leadership. Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a solid foundation for you and your team to achieve success.
63%: Sales organizations that believe their ability to cross-sell and upsell needs major improvement
40%: Sales organizations that believe their ability to renew business needs major improvement
72%: Number of wins that close exactly as forecasted
Our proven methodology products — including Strategic Selling, Conceptual Selling and Large Account Management Process (LAMP) — provide you with the best technologies and strongest skills solutions in the industry. Once you learn these strong selling strategies, you’re empowered to identify viable prospects and have a positive impact on your key buying audiences. You’ll optimize your customer interactions. You’ll communicate more effectively across your sales team. You’ll increase your funnel predictability. And, ultimately, you’ll increase your win ratio.
34%: Sales teams that believe they could improve their ability to align their solutions with customer needs.
47%: Sales organizations that don’t understand their customers’ buying processes.
62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives.
Our skills training includes proven products like SPIN Selling Conversations, CRM Ready Suite and Professional Selling Skills. We start by teaching your team essential selling skills. This empowers them to ask impactful questions, understand customer needs, handle objections and gain commitment. Then, we’ll show you how to move decision makers to decide faster. That shortens sales cycles, increases sales and increases the quantity of valid opportunities.
28%: Sales organizations believe their CRM significantly improves the productivity of their sales people
30%: Sales people claim they are highly confident in the data available from their current CRM
36%: Sales leadership is confident in the adoption of their CRM solution
CRM Ready teaches you to improve visibility, evaluate opportunities, support resource allocation, drive funnel management and much more that’s required for a strong sales foundation. And our technology integrates with the vast majority of major CRM solutions to ensure your CRM software is working for you.
Learners have changed. You need a new approach. There are two challenges, though. First, technology companies don’t have content. Second, old-line companies have intellectual property, but they only deliver it by traditional methods.
Enter Learner Ready — a powerful cloud-based platform that delivers world-class content powered by Intrepid Learning. Our powerful technology offers new learners the flexibility they demand and the leverage to learn how they learn best—in real time with real situations and real opportunities.
To hear more about what Learner Ready can do for you and your team, just click the button below.
Read about proven results from one of our customers, understand the top 13 tips for becoming a successful sales leader or download our latest Sales Best Practice Study from CSO Insights and learn how you stack up to world-class sales organizations.
“PR Newswire has certified a total of 640 associates in Miller Heiman Group around the world since kicking off the program in Q4 2010. Our Field Sales created 335 blue sheets in 2015 for opportunities worth an estimated $18.4 million. The expectations here: Become a master of your craft by living and breathing the Miller Heiman Group’s methodology in all aspects of your sales approach.”
—Jamie LaJoie & Randi Venables, PR Newswire
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Sales Ready is a part of the Be Ready Solutions from Miller Heiman Group. Our products and solutions are inspired by brands like Miller Heiman, Huthwaite, Impact Learning Systems, AchieveGlobal, Channel Enablers and CSO Insights. We invite you to discover all of our powerful products in sales and service performance, talent assessment, learning management, strategy execution, data and insights. Simply click on the overview button below and help your sales and service teams Be Ready to sell more and service better.