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The True Test of Sales Strategy

4 common challenges facing sales leaders today.

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The Latest Thinking from the Experts at Miller Heiman

The Miller Heiman Knowledge Center is a library of publications, white papers, articles, insights, sales best practices and perspectives you can use to win more business for your company.


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Success Stories

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Motorola

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.

Herman Miller

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

Hear how Motorola executed their sales transformation effort.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Each year the Miller Heiman Sales Best Practices Study captures the selling and sales management behaviors that are connected to driving sales performance for business-to-business organizations.  For frontline sales managers (FSMs) specifically, we see those behaviors broken into three areas.  Ask yourself these key questions in regards to sales managers on your team: Continue Reading


From year to year, Miller Heiman research has made it abundantly clear that face-to-face time with customers is key to World-Class Sales Performance. In the 2014 Miller Heiman Sales Best Practices Study, World-Class Sales Performers were more than twice as likely to say their sales force spent sufficient time with customers. Continue Reading

2X
World-Class performers are more likely to regularly participate in professional development.