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Drive precision in your sales organization

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Create successful programs and measure the impact

Solutions for Learning and Development

What’s New

Sales performance tools, research and best practices that you need to know about.


Allocating the Right Resources to Pursue Large Deals

New data and ideas to consider for aligning and allocating resources to win new business.
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Research: 2014 Miller Heiman Sales Best Practices Study

Get the new study highlights in The Pursuit of Performance: Behaviors That Drive World-Class Sales Performance.

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Improve Predictability in Your Sales Organization

Get accurate insights into funnel opportunities with the new Sales Process Funnel tool.
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Explore the Knowledge Center

Thought leadership, articles and research to help you improve sales performance.

The Latest Thinking from the Experts at Miller Heiman

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

What sales professionals are reading right now.
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Success Stories

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

Methods for Avoiding Commoditization

Leading staffing services provider differentiates itself based on unique strengths relevant to the client.

Read more about the solution and the results they achieved.

Right Decision Maker.
Right Message.

This technology company wanted to grow its business in the relatively new market of "green" environmentally friendly products with a unified sales approach.

Learn how they accomplished this goal.

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  • Join us at ASTD, May 7 for State of the Selling Landscape.  Details
  • Sales Performance Summit, 5 June, Munich Germany.  Agenda & Registration
  • Sales Performance Summit, 26 June, Sydney Australia.  Agenda & Registration

Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Sales engineers in high-technology fields, such as information technology, advanced electronics and automation, may find that their technical knowledge rapidly becomes obsolete, thus requiring frequent retraining to stay up to date with fast-moving technological trends or system aspects. Add to this the growing complexity of automation solutions, as well as the demands on the sales engineer’s technical expertise, and we can say that selling automation equipment is arguably one of the most technically challenging tasks in today’s customer-facing activities. Much of the sales engineer’s value to their employer depends on their knowledge of, and ability to sell, the latest technologies. That’s been widely understood and so technical training is the prime focus for continuous sales learning. Continue Reading

Your skeleton – what is it for? The bone structure provides a framework for the body. This framework supports the body and keeps the organs in their proper place. And muscles that are connected to the skeleton let us move our bodies.

Sales operations is the skeleton in any sales organization, with a few core functions:

  1. Sales operations shapes and supports a sales organization’s customer-management strategies, their design and integration in systems and tools; and
  2. Sales operations provides a sales performance-management framework to measure, predict and influence sales performance.
 Continue Reading

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