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Reinforcement & Support—Miller Heiman Training
Manager’s Coaching
Conceptual Selling® Coaching
Advancing Adoption of the Conceptual Selling® Process
Conceptual Selling® Coaching* presents a comprehensive strategy to drive deeper adoption of Conceptual Selling®. By implementing this process, organizations will establish subject matter experts in the correct application of tools and concepts to improve implementation through on-going coaching and reinforcement.
This program helps refine how managers and team leaders reinforce the concepts learned in Conceptual Selling®, motivating team members to adapt the communication behaviors most vital for ensuring productive conversations.
* Conceptual Selling® is a prerequisite to this program.
Strategic Selling® Coaching
Advancing Adoption of the Strategic Selling® Process
Strategic Selling® Coaching* provides organizations with a powerful way to support their overall strategy to reinforce consistent and proper application of the Strategic Selling® process. This program offers a mentor perspective with the objective of guiding team members in the ongoing use of the tools provided in Strategic Selling®.
Strategic Selling® Coaching offers a consistent way to develop individual coaching plans to increase the use and effectiveness of the tools and processes by giving visibility into how thoroughly the team has adopted concepts into their every day sales practices.
* Strategic Selling® is a prerequisite to this program.
Sales Access Manager
Miller Heiman sales process enablement through CRM integration.
Sales Access Manager integrates Miller Heiman's planning worksheets for Conceptual Selling®, Strategic Selling® and Large Account Management Process into Customer Relationship Management (CRM) systems.
This integration allows data entered into the worksheets to flow in real time to your existing CRM system. This enables your sales teams to fully leverage the power of Miller Heiman sales processes in a highly efficient manner, and gives sales managers instant visibility into the activity and strategies of their salespeople to make more informed management decisions.
In the 2009 study by Miller Heiman, it was found that only 27 percent of sales leaders agreed their CRM systems provide data that can be consistently used to make decisions. Forecast accuracy is just one performance metric that is difficult to monitor when CRM data is unreliable; only 20 percent of study participants reported they have "highly accurate" forecasts.
Sales Access Manager extends the functionality of your CRM system, providing salespeople with a valuable tool and reason to access the system. This significantly improves adoption of sales methodology and CRM system investments, enabling sales leaders to maximize ROI on technology and training assets.
This powerful tool is available to Miller Heiman clients who have the Conceptual Selling®, Strategic Selling® and Large Account Management Process methodologies in place, providing your salesforce with the technology for true collaboration and visibility.
Sales Access Manager Takes Your Team to the Next Level
• Monitor plans in place to close opportunities vs. plans missing.
• Gain instant visibility into buying influences - are the bases covered? Who is being ignored?
• See valid business reasons and the action commitments of top performers to coach under performers.
• Know if strategic account plans in place will make a difference in hitting or missing targets.
• Spot lead indicators and avoid surprises.
• Use greater visibility and diagnostics to make educated, fact-based decisions.
