Dave Stein's Blog: An Independent Perspective on Sales Training and Sales Effectiveness

Last week Miller Heiman announced Advanced Concepts^SM, their new multi-media, virtual learning offering.

Clients who are using Miller Heiman’s content have been saying they want to take their application of the Strategic Selling process to the next level.  The new tool provides content above and beyond what is typically offered in Miller Heiman’s programs.  Miller Heiman also payed special attention to how salespeople learn, and the fact that they typically access information when they have a challenge—for example, having a deal stuck in the funnel.

Miller Heiman decided on a push strategy, e-mailing modules in the learning series on a monthly basis.  Salespeople can also access the content on demand.  It’s presented visually, audibly, and in document format.

In addition to the content directed at sales reps, sales managers are provided coaching tools to assure that reps are availing themselves of the content and making the most use of it.  Miller Heiman suggests one-on-one or team meetings with reps.

The modules can be customized.  For example, a video or audio of a top sales rep discussing the topic of the month could be integrated into the Miller Heiman version making it more relevant to the audience.

Each module in the series consists of a video, an animated presentation, a “back of the napkin” exercise, and a white paper.  Most of the modules are five to eight minutes long.

Miller Heiman beta-tested Advanced Concepts with 7 clients, with 300 users in total.

Miller Heiman did the right thing in investing in this Advanced Concepts technology-enabled learning platform.  It provides many of the How-to’s delivered by Miller Heiman subject matter experts, whereas their programs often don’t get past the basic components—the What’s—of their approach.  That’s not a weakness.  It’s just the way curricula are developed for companies with limited time and budgets.

Competitively, this is an important step for Miller Heiman.  A fair number of sales training providers have strong virtual learning/reinforcement offerings.   Here are just a few: Richardson, The TAS Group, RevenueStorm, Mercuri International, Imparta, and The Brooks Group.  Some providers’ virtual offerings duplicate only what is provided in their ILT (Instructor-Led Training) programs.  Miller Heiman’s approach, taking the student further and deeper into the approach, strategy or concept, can be of real value, depending on how the customer implements the tool.

Here’s the bottom line:  What will really determine whether Advanced Concepts becomes a successful product for Miller Heiman is salesrep adoption.  If reps see that investing time their time learning from the modules will put money in their pockets, they’ll use it.  If they view it as yet another demand from management that takes time away from selling, they won’t.  Miller Heiman clients should strongly consider using the recommended implementation approach.

Disclosure: Miller Heiman is an ESR subscriber.

• ESR/Brief: Miller Heiman’s Sales Access Manager ($29.95)
• ESR/Report on Miller Heiman ($99.95), which is extracted from…
• ESR’s Sales Training Vendor Guide ($495.00).

Photo credit: Fotolia.com

Filed under: coaching, Methodology, Sales Strategy, Sales Training Companies, Technology