How can we improve sales performance?

Unlock sales productivity with Miller Heiman's proven sales methods. Discover insights and tools to help sales managers improve performance and drive success.

Salary benchmarking is a critical step in sales compensation design. Consider these seven elements to determine yours.

Gain insights from the world’s most successful sales organizations, and ignite your own team’s productivity and success.

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. 

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.

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.

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

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?

OpenText harnessed the analytics of Korn Ferry’s Intelligence Cloud to inspire new career paths for its people and guide talent and location strategy.

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.

Sales coaching centered around a solid sales process and sales methodology leads to improved win rates, better quota attainment and lower employee turnover.

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

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.

Creating an effective sales incentive plan means ensuring that it is controlled, measurable and aligned—while also motivating your sales performers.

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.

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.

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.

Sales leaders have to be both exceptional sellers and have a range of “soft” skills that give them the emotional intelligence necessary to lead.

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

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

Learn 12 ways that sales organizations have set themselves apart — and how you can join them.

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.

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.

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

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

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

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.

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.

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.

Strengthening customer relationships is a key way for sales organizations to improve sales performance and win more deals.

Sales organizations need a clear sales data strategy to maximize their use of sales technology, conduct meaningful analysis and deliver useful insights that will grow sales revenue.

As you rethink your strategic sales plan and prepare for a sales transformation, it’s critical to consider whether you’ve got the right sales team structure with properly defined sales roles.

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.

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.

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

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.

Understand perspectives and paint points when working with diverse stakeholders and how best to meet their needs while getting their buy-in

How to best engage and work productively with emotional decision-makers in the buying process

Find out about five B2B sales strategies that can help you win back a strategic account

How to identify the need behind the need as a seller to deliver value to customers when it matters most

Find out about the three effective selling skills every salesperson should possess to maximize their long-term potential in large accounts

How sellers can be successful by gaining valuable insight and perspective

Four key tactics to incorporate that use perspective to engage key buying influences

Adapt to changing seller behavior and grow overall performance with these four sales best practices