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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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What’s New

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

 

Research: 2014 MHI Sales Best Practices Study

Get the latest research report that shares the behaviors that drive World-Class Sales Performance.



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Power of Perspective


Join some of the most forward-thinking minds in sales performance for the annual Miller Heiman Sales Performance Summit.


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Finish the Year Strong


Read the Year-End Guide for Sales Leaders for insights on optimizing current opportunities, while also developing your strategic plan for 2015.


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Success Stories

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

Herman Miller


Challenged with a multi-national and multi-channel sales force, Herman Miller’s Asia Pacific division looked to develop consistent best-practices among its diverse team.


Read how a common process and methodology was instilled with Strategic Selling®.

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.