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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, sales best practices and perspectives you can use to win more business for your company.


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What's New

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

The Miller Heiman
Sales System®

Miller Heiman CEO Sam Reese explains the value of the Miller Heiman Sales System

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Getting Closer to Customers

Every interaction with a customer is too important to leave to chance.

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Timely Advice

Seven essential steps to help  you hit year-end numbers.

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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.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

It’s late October as I write this and, for many sales organizations, that means there are only two short months left to make quota. Hopefully, your team is on target to make their numbers, but if you’re like most sales managers, you probably have a few that have fallen behind.

Let me make a bold statement. How you coach your underperformers is as important to the long-term success of your organization as how you coach your top professionals. Probably even more so. Continue Reading


Salespeople complain all the time about customers and their (mis)perceptions. For the sales rep, a common way to attempt to overcome a customer’s negative perception is to discount the product or to dig up dirt on the competitor. If that fails, they’ll keep the prospect in the funnel, sending them a new brochure every now and then, hoping they’ll eventually wear them down. Continue Reading

24%
spend sufficient time with their customers in an average week, compared to 76% of World-Class Sales Organizations.