Sales Excellence Assessment^SM from Miller Heiman® is a web-based tool designed to help companies implement a sales management and coaching process that will ultimately lead to higher sales and happier employees. The information the tool generates is used to drive constructive dialog between salespeople and their managers, align organizational strategy and objectives, and identify training and development priorities.

Research indicates the role of the sales manager is crucial in regards to the performance of the sales force. Sales managers are expected to coach and motivate their team, however, they often lack the information and skills they need to be highly effective. The average sales manager has only one performance-related discussion a month with each sales representative. And when they do have this discussion, they’re more often supported by instincts than facts. This is insufficient to drive consistent results.

The Sales Excellence Assessment^SM tool provides sales managers the information needed for productive coaching. It starts by clarifying the organization's objectives and key performance indicators. It requires the sales representative to assess and rank themselves for 54 job-related sales skills, their perceived effectiveness in using them, and the perceived importance of those skills to the organization. The sales manager is asked to complete the same assessment for each sales representative.

The report produced by the Sales Excellence Assessment^SM tool identifies the gaps between the sales representative’s assessment of his or her skills and the sales manager assessment of them. This will help open dialog for coaching and management, create alignment, and target areas for training and development. Results can be rolled-up to the top of the organization, providing C-level executives better insight into the sales organization.

If your organization is trying to accomplish the following, then Sales Excellence Assessment may be the right solution:

Improve the effectiveness of sales managers

Improve the effectiveness of sales professionals

Provide sales managers better information to support better coaching

Improve the dialog between sales managers and their teams

Identify and prioritize the most urgent training and development needs

Reduce sales force and management turnover

Improve the adoption of training and change initiatives

Predictive Sales Performance^SM from Miller Heiman® is a web-based assessment tool for selecting, managing, and training salespeople. A Predictive Sales Performance^SM assessment identifies the intangible characteristics that make each person unique. It provides critical information regarding an individual’s thinking style, behavioral traits, and interests. This leads to smarter hiring and promotion decisions and reduced turnover. It also provides for more effective ongoing coaching and training.

Predictive Sales Performance^SM helps companies in two ways. First, it will help in the hiring and promotion process. Job fit is the primary predictor of job success. It has greater relevance than factors such as age, experience, training, and other particulars that employers use to make human resource decisions.

Initial assessments taken by the company’s top salespeople and managers are used to identify the characteristics that make them outstanding performers. This benchmark data is compared to the results of assessments taken by potential candidates for sales positions and promotion. This information helps identify those candidates with the characteristics most likely to help them succeed. Conversely, it also identifies those unqualified candidates early in the hiring process so precious time can be spent interviewing only the best.

The second way Predictive Sales Performance helps is with the on-boarding and on-going development process of salespeople and managers. The Coaching Report included as part of the assessment report package provides coaching suggestions regarding the candidate’s receptiveness to different types of training and how to best effectively use their behavioral traits to elicit superior results.

If your organization is trying to accomplish the following, then Predictive Sales Performance may be the right solution:

• Reduce sales force turnover


• Grow the sales force quickly and with quality


• Improve hiring decisions by sales managers


• Reduce inconsistent performance from new hires

Manager’s Coaching^SM from Miller Heiman® is an advanced course for sales managers designed to help improve their team’s application of the Strategic Selling® and/or Conceptual Selling® processes.

Participants work closely with Miller Heiman® sales experts to master the concepts associated with Strategic Selling® and Conceptual Selling®. They will be better able to assist sales representatives identify gaps in their sales strategies and coach them in developing the most appropriate course of action. Manager’s Coaching^SM will enable sales managers to evaluate opportunities with a more discerning eye, saving time and resources, and improving the quality of forecasting.

Sales Access Manager^SM integrates Miller Heiman's Conceptual Selling®, Strategic Selling®, and Large Account Management Process^SM planning worksheets into a Customer Relationship Management (CRM) system.

CRM integration moves data entered into a Miller Heiman® worksheet directly into an existing CRM system, eliminating the need for duplicate data entry while enabling the sales force to fully leverage the power of Miller Heiman’s sales processes.

Sales Access Manager^SM extends the functionality of the CRM system, providing sales representatives with a valuable tool and reason to access the system. This will significantly improve the adoption of sales methodology and the ROI on the CRM system investment.

Sales Access Manager^SM provides sales managers instant visibility into the activities and strategies of their sales representatives so they are better equipped to make more timely and informed decisions. Integrating the worksheet with the CRM will increase the support for the organization's sales process and increase the accuracy of sales forecasts.

of Strategic Selling®, Conceptual Selling® and Large Account Management Process^SM

• Increase the value of CRM system


• Monitor active deals more closely


• Improve sales forecasting


• Maximize limited resources


• Spot lead indicators and avoid surprises


• Use greater visibility and diagnostics to make educated, fact-based decisions

Funnel ScoreCard^SM from Miller Heiman® helps sales organizations to quickly and systematically identify the best opportunities to pursue, providing fact-based decisions around resource allocation and time management.

We work with our clients to understand the key factors impacting their ability to win new business and then develop objective deal evaluation criteria. We validate this “score card” by comparing the criteria to previously won business. If asked, we will help them maintain and update the ScoreCard as required.

Clients with a valid ScoreCard can quickly rank and prioritize opportunities. No longer are opportunities subject to guesswork. Sales representatives and their managers recognize immediately where they stand with each opportunity. This provides for the most appropriate allocation of company resources, increased funnel integrity and more accurate sales forecasting.

The Funnel ScoreCard^SM also helps in the rare occasions when your company does not win the business. It will be used to facilitate the loss review process so you can better institutionalize learning and refine your success criteria moving forward.

If your organization is trying to accomplish the following, then Funnel ScoreCard^SM may be the right solution:

• Manage and direct company resources to deals with the highest probability of winning


• Improve sales forecasting


• Implement an objective loss review process