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MILLER HEIMAN GROUP

MILLER HEIMAN GROUP IS THE LARGEST DEDICATED SALES-PERFORMANCE COMPANY IN THE WORLD. WE PROVIDE A COMPREHENSIVE SUITE OF RESOURCES TO HELP SALES AND OTHER CUSTOMER-FOCUSED LEADERS DRIVE GROWTH.

We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Miller Heiman Group brings together five powerhouse companies with long history and great reputation of unwavering commitment to customers’ success.

Together with Miller Heiman, AchieveGlobal, Channel Enablers and Impact Learning Systems, we now have unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.

We believe that successful selling is based on fundamental and repeatable processes. Our solutions provide a common language and common-sense approach to sales management for organisations around the globe.

 

 

Through an unparalleled combination of counsel, processes, tools and technologies, backed by extensive research into the world's most successful selling organisations, Miller Heiman Group brings a level of perspective that companies simply cannot find anywhere else.

Everything begins with the customer. That is our belief. This means that for our strategies to be successful, they have to be based on the customer’s perspective. No exceptions.

MILLERHEIMANGROUP.ACADEMY

In times of growing internationalisation in business and the resulting fast-moving changes in sales, professional development is essential if you want to keep pace and want to make the next step forward instead.

To achieve that, the MILLERHEIMANGROUP.ACADEMY offers you or your employees workshops, trainings and seminars providing you with relevant, up-to-date and practical sales knowledge on a variety of topics. Our experienced trainers are experts in their respective fields and will set you up for the challenges of market and competition and help you to update and broaden your skills.

Our tagline to empower growth signifies the goal to help sales leaders optimize their time, effort and potential to better create and manage customer relationships, while achieving business goals.

Professional Sales Coaching

Professional Sales Coaching

Equip your sales managers and coaches with the skills and strategies they need to make a positive difference and guide their sales professionals to superior sales performance.

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Content

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Participants' Comments

Certification

Dates & booking

ContentProfessional Sales Coaching

Professional Sales CoachingTM provides your sales managers and coaches with the framework, communication skills, and planning tools they need to build and maintain a superior sales team—one that generates mutually beneficial, long-term business relationships. During the workshop, sales managers and coaches master a proven process for using collaborative coaching conversations to build a development culture that creates a highperformance sales team. They learn how:

  • To describe the characteristics of a high-performance sales climate.
  • To demonstrate The Basic Principles to increase coaching effectiveness with their sales teams.
  • To evaluate sales performance using the Coaching Issues Diagram.
  • To apply a set of skill steps for providing constructive feedback, developing others, and giving recognition to increase salesperson performance and drive results.
  • To successfully handle difficult coaching conversations.
  • To use phone, voice mail, e-mail, and real-time messaging to coach salespeople effectively from a distance.
  • To implement a coaching process with the sales team.

With Professional Sales CoachingTM, your sales managers will not only create a more positive, motivational work environment, they’ll build a stronger, more profitable sales organization—one that attracts new customers and retains them.

The workshop consists of four units, each geared toward building a comprehensive understanding of what it takes to be successful as a sales coach.

Objectives and Benefits

Your sales manager will enjoy:

  • A challenged and motivated sales team that consistently strives to produce at peak levels.
  • Improved performance from salespeople who previously failed to meet sales goals.
  • Increasingly high levels of productivity from top performers.

Your salespeople will:

  • Experience greater confidence in their ability to meet—and even surpass—sales goals.
  • Increase sales success through coaching and reinforcement of selling skills and product knowledge.

Your organization will experience:

  • Reduced turnover by providing salespeople with direction, support, and professional development.
  • Systematic rather than random development of your sales force.
  • Increased success in winning new business and building customer loyalty.

Target group

Agenda

Day 1
10:00 - 11:15 Welcome & Seminar Overview; Unit 1: Changing Professional Behaviour
11:15 - 11:30 Break
11:30 - 13:00 Unit 2: Defining Performance Criteria
13:00 - 14:00 Lunch
14:00 - 16:00 Unit 3: The Coaching Conversation; Diagnosis
16:00 - 16:15 Break
16:15 - 18:00 Diagnosis (cont.); Action Planning; Debrief & Summary
Day 2
10:00 - 11:15 Unit 4: Review; Unit 5: Observing Sales Call Performance
11:15 - 11:30 Break
11:30 - 13:00 Unit 5: Observing Sales Call Performance (cont.)
13:00 - 14:00 Lunch
14:00 - 16:00 Unit 6: Application; Unit 7: Managing the Coaching Process
16:00 - 16:15 Break
16:15 - 18:00 Unit 7: Managing the Coaching Process (cont.); Debrief & Summary

Participants' Comments

„Miller Heiman Group implemented an efficient structure in our sales and management trainings and helped us to be more competitive."

SALES MANAGER, NOVARTIS NUTRITION GMBH

Certification

The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.


You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

Dates and feesProfessional Sales Coaching

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