Getting to and persuading senior-level executives is often crucial for winning large deals. When you get these opportunities, you need to maximize your odds of success. This requires a fundamental understanding of how key executives involved in the buying process make decisions. Without this knowledge, you could easily squander a golden opportunity.

Executive Impact helps sales professionals understand how C-Level executives make decisions so their persuasion strategy is better aligned for maximum impact with this highly sought-after audience. People's personalities can be dramatically different than the way they make decisions, so it's important not to confuse the two. Executive Impact directly impacts the buy-sell process and the greatest benefit is gained by developing the skills to win more business by selling effectively to each decision-making style.

Our Manager's Coaching program is an advanced course for sales managers to help their people improve their application of the Strategic Selling® or Conceptual Selling® processes to win more business.

This involves mastering the process concepts and drilling into application to identify gaps in the strategy or plan. Participants work closely with Miller Heiman sales experts and are given special tools to develop a deeper understanding of the process so they can better coach their salespeople. The Manager's Coaching program also enables managers to better evaluate opportunities, which significantly saves time and resources.

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

We help clients develop objective evaluation criteria by helping them understand the key factors impacting their ability to win deals and their relative importance. We then help them validate this "score card" by looking at previously won business and updating it on an on-going basis.

Once clients have a valid ScoreCard, they can quickly rank and prioritize which opportunities to pursue and why. By separating the good sales opportunities from the bad, sales leaders and their sales force can improve forecasting, strengthen funnel integrity, and allocate the right time, energy, and resources to the right sales objectives.

Front-line sales managers play a crucial role in driving the overall performance of the sales force. They are expected to motivate and coach their teams to success, but often lack the information and skills to be effective. As a result, the average sales manager only has one performance-related discussion a month with a sales rep, and it's usually supported by instincts rather than facts. This is completely insufficient to drive consistent results.

Sales Excellence Assessment is our web-based tool that helps companies create powerful sales management and coaching processes crucial for driving sales performance. The assessment starts by clarifying the organization's business objectives and key performance indicators. It then requires the salesperson to rank the skills they believe they are exhibiting, their perceived effectiveness, and the perceived importance of the skill to the organization. Sales managers then complete the same assessment about the salesperson.

Predictive Sales Performance

Predictive Sales Performance is our web-based assessment to help companies make smarter hiring and promotion decisions. It accelerates the hiring and on-boarding process, reduces turnover, and improves motivation, engagement and performance.

Skills can be taught, but behaviors and interests are much more difficult to affect. For example, we've seen successful salespeople promoted to sales managers, or successful "hunters" transitioned to account managers only to see them become frustrated. As a result, good people leave the company, often taking their old jobs with competitors.