Creating Stronger Customer Relationships through Clarity: A Miller Heiman Client Case Study

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Research: 2014 MHI Sales Best Practices Study

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Success Stories

Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.

Herman Miller

How do you strengthen a global sales team’s ability to sell complex solutions to complex clients?

Read how Herman Miller brought a common language to a global team.

Motorola

How do you align a global sales organization with a common language, sales methodology and framework?

Hear how Motorola executed their sales transformation effort.

Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

I thought for sure that deal would close last month!

How many times have you heard one of your salespeople say that? Customers can be some of the most unpredictable people you’ll ever meet. Just when you think they’re ready to make a decision, you discover they’re three steps behind you in the sales process. Continue Reading


According to Business Dictionary, performance is defined as “the accomplishment of a given task measured against preset known standards of accuracy, completeness, cost, and speed.” It is a result to be measured. Accountability, on the other hand, is a virtue. It’s the willingness to accept responsibility. Accountability is a key ingredient for achieving the expected performance goals. Accountability across the sales force ensures that the sales force’s energy is focused on executing the strategy successfully; that the right actions are in place to become world class. Continue Reading

8.6 hours
spent per month by managers in World-Class Sales Organizations on skills development or product training.