Problems We Solve

Miller Heiman has helped thousands of companies, their salespeople, and executive teams overcome the most significant challenges that affect sales productivity and top-line growth.

We help our clients move beyond treating symptoms by applying The Miller Heiman Sales SystemTM and our world-renowned benchmarking database to diagnose the root cause of their issues. Because we have the tools, data and experience, we can move much more quickly than traditional consulting firms from diagnosis and validation through implementation and results.

Sales Leaders trust us. We understand their sense of urgency. We don’t disrupt their strategy; we give them a foundation to execute and drive results quickly.
Sales Managers depend on us. We give them common language and processes to improve revenue predictability, collaboration and coaching.

Salespeople value us. We respect their natural ability and give them added capability and tools to replicate success and create wealth.

Our experience working shoulder-to-shoulder with the world’s leading companies and our comprehensive research has enabled us to say relevant over three decades of change.

How We Help Clients
We evaluate the performance of sales organizations and salespeople by:
– Benchmarking sales force practices and productivity
– Assessing sales talent and focus developmental needs
– Opening dialog to support better sales management; and
– Evaluating sales forces and customers pre-M&A, divestiture or restructuring

We implement strategies and processes to improve sales performance:
– Winning high-value complex deals, shortening sales cycles, improving forecast accuracy, managing deal flow, deploying sales resources more efficiently and learning from success and failures;
– Selling solutions, marginalizing competition, avoiding commoditization, and reducing discounting;
– Growing strategic accounts and managing risk of losing strategic accounts;
– Effectively managing channel partners; and
– Organizing, hiring, retaining and managing sales talent.

Client Testimonials
“…very useful in closing complex, big ticket, multiple influence sales. All [our sales force’s] big sales are team based and they could not do it without this kind of system.”
– ARAMARK
“[Miller Heiman] establishes a kind of sales shorthand, which makes it easier for different geographic areas to collaborate and strategize.”
“…the company’s close rate, which was previously running at under 30%, has increased to 40%, and has the potential to reach 50%.”
– AON
“Miller Heiman makes for a better communication of what people are doing out in the field…It’s a common language with common concepts that you can measure and can receive feedback…and opens the mind of the sales person to all the things he really doesn’t know.”
- ITT