Miller Heiman Group

Best-in-class sales teams don't rely on discounting, so what are they doing that their peers aren’t? Discover how these high performers work differently. 

Gain insights from some of the world’s most successful sales leaders. These practical tips—ready to put into action—will strengthen and grow your team.

Driving the best results from your sales organization requires thought and planning. Here’s how to write a roadmap for a high-performance sales model.

Understanding the traits and characteristics that help sales talent succeed is the first step to building a sales force that drives results.

Learn which skills and tactics will win more deals in 2024 and gain insights from our latest sales survey.

Should your sales compensation plan measure and incentivize great customer service? Here’s how to know—and how to do it.

Answer these questions to find out the elements of your organization’s sales compensation plan that are putting you on the path to future sales growth.

Sales managers are stuck in the middle, between underperforming teams and constant strategic change. How can you set your managers up for success as leaders?

Merging two sales teams is challenging, but organizations that identify risks through talent and organizational assessments can put their best foot forward.

An effective sales incentive plan based on transparent sales performance metrics and clear goals can boost sales performance and help retain top talent.

Learn the art and science behind setting sales market pay rates that can help secure your organization’s competitive edge.

Learn how a sales compensation governance program can enhance sales effectiveness, align with company strategies and drive sustainable growth.

Do your sales teams have the behavioral competencies, traits and technical sales skills found in the DNA of a successful seller?

Our new guide summarizes how sales teams can address three key sales challenges and build their sales pipeline, increase win rates, and grow key accounts.

Organizations that invest in sales process, sales technology and sales talent are more likely to get ahead of the competition during an economic downturn.

Do sellers have the skills to use generative AI effectively in a sales landscape where trust matters more than ever?

New Korn Ferry research suggests three traits are essential to build trust as the sales landscape evolves—and traditional sales skills may become obsolete.

Setting sales quotas early drives seller motivation, improves productivity and leads to quota attainment and better sales results overall.

Formal, consistent sales coaching can boost sales processes, ensure sellers follow a consistent methodology and improve forecasts.

Sales organizations can drive sales performance by applying data and insights to their deal scorecards, sales funnels and seller coaching.

A sales methodology like Conceptual Selling from Miller Heiman Group gives sellers a structured process with the agility and flexibility to meet buyers’ needs.

Sales organizations in the manufacturing industry face stiff headwinds that make it difficult to attract new talent. These steps can help locate new sellers.

Sales organizations in the manufacturing industry investing in sales training and coaching see stronger sales results, profitability and employee retention.

Sales technology reinforces sales methodology and boosts sales results when it’s implemented with the right foundation and a change management plan.

Firms are discovering an unexpected headache: not all customers are thrilled when prices drop.

Sales leaders today say there is more pressure and disruption at work than ever. A strong culture can help sales teams respond to this more quickly.

In Korn Ferry's webinar, experts discussed how sales teams should focus on existing clients and opportunities instead of new leads.

A tiny fraction of sales reps will ever reach the million dollar goal, but Korn Ferry may have some answers to help them get there.

In this economy, firms are disbanding departments to embed experts in tech and other fields into P&L teams.

When organizations gather valuable insights from sales data they can improve talent strategy, strengthen buyer playbooks and solidify deal outcomes.

During an economic downturn, sales organizations need to improve their sales process, sales skills and seller engagement to continue closing deals.

Designing an effective sales compensation plan can make the difference between high talent retention and high talent attrition.

The most effective sales enablement tools are more valuable paired with sales training and sales coaching that reinforce skills and sales methodology.

Sales automation reduces the need for manual, repetitive tasks throughout the sales process, enabling sellers to spend more time actually selling.

Organizations need to invest in sales technology, including sales analytics and sales automation tools, to increase sales productivity.

The guide for building and maintaining a successful sales team through improved hiring practices, talent assessment and proper support from top to bottom.

Learn how you can help your sales organization align with the buyer's journey and progress to sales process maturity with these 6 steps.

The world’s leading sales organizations do things differently from the chasing pack. Discover the 12 sales practices that will boost performance.

Pairing CRM with native CRM apps can boost sales performance, improve win rates, increase deal size and shorten the time it takes to close a deal.

Sales operations teams can help organizations formalize sales processes, improve their data quality and sales forecasts and streamline selling workflows.

Korn Ferry's new e-book discusses 7 common sales technology and data challenges for new CROs along with solutions that can be put in place today.

How sales teams can close the generational gap by building a culture of continuous development and optimizing talent engagement strategies.

What is a chief revenue officer and why are so many companies hiring for the CRO role? We explore what this sales executive trend means for your company.

Adding a data-driven sales analytics platform to your CRM can reinforce your sales methodology, boost your win rates and strengthen your sales performance.

Korn Ferry provides the six fundamental data points of selling to understand how market changes have impacted the dos and don’ts of winning more deals.

To drive sales performance, sales organizations need to implement a proven sales methodology, develop sellers and infuse methodology into their tech stack.

Strengthening the formality of a sales organization’s sales enablement function can increase win rates, quota attainment and revenue attainment.

In today's post pandemic world, sales organizations must rethink their processes and accelerate change on their transformation journey.

Integrating a proven, predictable and scalable methodology into the sales process has a measurable impact on performance.

Korn Ferry outlines 5 trends emerging in the use of sales technology today that enable sales performance success for chief sales officers

Why and how financial service sales organizations must change.

What do buyers really think of sellers? Reconnect with buyers by delivering not just what they expect but what they need – and when they need it.

The earlier in the buying cycle that sellers get involved, the more they can influence the shape and scale of the solution.

Buyers are becoming harder to please, and sellers are failing to prove their value. Discover how sales organizations can overcome this gap.

A telecommunications provider made conversations less transactional in order to achieve 20% year-on-year revenue growth.

Avoid these three account management mistakes in consolidated markets, and you’ll be more likely to retain your major sales accounts.

Follow these five strategies for setting sales quotas to challenge and inspire your sellers to perform at a higher level.

Sales organizations should be consistent in every channel, tailor their messaging, and structure sales calls to create a world-class customer experience.

Follow these sales operations best practices to ensure that your sales operations team achieves peak performance year after year.

To strengthen buying relationships, sellers need to uncover the valid business reason (VBR) that drives buyers to engage with them.

Partnering with our specialists in sales methodology helped this global professional services network drive growth and increased their win rate to over 60%.

Putting customers at the center of their business helped this FinTech build relationships, standardize their support, and deliver four times the revenue.

Sales management strategies that encourage sales tech adoption, formal sales coaching, and seller assessment will improve sales performance.

Sellers should make these five strategies, which can lead to better sales meetings, part of their sales effectiveness framework.

A consultative sales approach informed by perspective closes more deals than an aggressive sales strategy like Challenger.

Within one year, we helped a leading wireless networking company turn around a severely threatened contract renewal for a major client.

Siemens Healthineers evolved its sales process to prepare for market changes, accommodate shifting buying patterns, and accelerate sales performance.

The national accounts team at a global insurer asked Korn Ferry for help recapturing market share, resulting in a 52% rise in win rate.

A leading low-cost provider in the financial advisory services business started losing sales and turned to Korn Ferry for help with sales transformation.

Check out our cartoon flipbook to learn about the factors and influences both inside and outside of sellers' control.

Four essential sales strategies that uncover hidden stakeholders, help sellers win more deals, and strengthen buyer relationships.

Sales forecasting doesn’t have to be hard: meeting these four challenges will show your sellers, managers, and operations team how to forecast sales.

Selling to the C-suite effectively requires sellers to first uncover what decision-making style that executives prefer.

The Challenger sales model is a tactic that forces buyers into sales. But, for the long term, buyers prefer a sales methodology that delivers insights.

Teach your sellers to focus on solving your buyers’ problems and equip them with the tools they need for their diagnosis to start accelerating revenue growth.

To ramp up the productivity of new sales talent quickly, sales organizations need onboarding programs that are relevant and differentiating, based on data-driven assessments

Organizations should view their sales talent gaps as an opportunity: hiring, engaging and developing the right sellers can transform a sales force in less than two years.

Sales organizations should take a data-driven approach to assessing their sales talent to build a sales team with the skills and competencies that lead to greater success.

SPIN® Selling Conversations sales training teaches sellers how to ask the right sales questions to engage buyers and close more deals.

Sales organizations that attain the highest levels of performance and have the strongest customer relationships have a customer-centric culture.

To thrive in a complex sales environment, sales managers that have a primarily inward focus will also need to have an external, market-facing focus.

Our Sales Performance Meter is a quick diagnostic that will help you understand how effective your sales strategy is and where you can improve.

Retailers have yet to recognize that they need to change their talent and organization to win in an omni-channel world.

Organizations with a strong sales culture backed by a proven sales methodology and reinforced through training, coaching and technology are best positioned to achieve better sales results and weather economic disruption.

Transform to perform. Reach your sales goals this year with these 5 strategies to make the sale easier.

When planning your sales coverage model, consider the different aspects of sales talent and how to ensure you’ve got a top team.

The best way to manage incoming sales tech is with a detailed sales technology roadmap to help your team plan for the future.

Learn more about the different levels of coaching and how to improve the maturity of sales coaching in order to enable success

It is important to maintain flexibility in the sales process to engage buyers at all stages of their journey.

It is important to develop a strong sales talent strategy, as recommended by world-class sales companies.

It is important to understand how to differentiate between sales process, sales methodologies and selling skills and how these are defined in a sales context.

How to emphasize proper onboarding and formal coaching after you have hired your sales team.

Use sales call planning tools to stay organized, consolidate information and effectively follow up with sales leads.

The global business climate is changing. Sales enablement brings valuable perspectives to every customer interaction.

Consistent sales methodologies allow for a common language across the enterprise and allows for repeatability of winning practices.

Using a solid sales methodology gives your organization a practical, repeatable, and scalable way to approach each phase of the sales process.

Sales organizations need a comprehensive sales talent strategy that spans hiring, assessment, training and coaching.

Sellers have needed a strong sense of emotional intelligence, and while this remains important, now a seller’s IQ is equally, if not more, important.

What's changed for sales? And is your team ready?

Why sales tech should be a more active part of your sales planning process and how this can benefit your company.

Why measuring talent is important and the best way to drive sales success.

There are many ways to measure sales performance that include more than benchmarking against a sales goal number.

This report focuses on the many factors that affect sales effectiveness.

Four common derailers to effective sales development—and how you can avoid them.

Korn Ferry's updated sellers Blue Sheet improves sale outcomes by helping sellers put their training into action

Korn Ferry joined a recent TSIA webinar covering trends driving 2021 sales performance, including relying on a sales methodology, reinforcing sales methodology through a CRM, and assessing, training and coaching salespeople.

Halloween marks the start of a difficult string of year-end holidays—each demanding different approaches under COVID-19.

Months into the pandemic, a surprising number of workers are missing out on ways to make the technology work best for them.

Amazon and other retail giants have announced more mass hiring sprees—this time for the holiday season. But how do you navigate operations amid potential COVID surges?

The first major study on pandemic-era work habits shows meetings are shockingly 20% shorter. Are we doing something right—or wrong?

In fierce knowledge-tech economy, companies must refresh thinking on high professionals, specialists with deep expertise.