What do you like best?
The various sales training programs Miller Heiman offers do a great job formalizing concepts that every sales person needs to be successful.
Specifically, the Large Account Management Process (LAMP) does a great job organizing complex client organizations. LAMP plans help sales people identify their strengths and weaknesses as it relates to a particular account. My team often provides peer review of their colleague's LAMP plans. This peer review creates a great environment for team building.
What do you dislike?
One of the struggles I have experienced in sales is that there are no shortage of sales systems that all offer a process to accomplish similar tasks. When working with Miller Heiman, we brought in one of their presenters to train an entire sales force. The presenter did a great job working through the process, but there was never a discussion around the value this provides. Sales people want to be good at what they do, but like any client they want to see value in something that requires time invested. I would recommend that presenters try to focus on the value so that sales teams do not feel they are just being asked to follow another process.
Recommendations to others considering the product
If you are on or lead a sales force and are considering sales training, Miller Heiman offers some great tools to accomplish the development of sales people. I have done self study and had Miller Heiman presenters come into my place of work to learn these skills. I would recommend that if you are considering this, invite a presenter in for formalized training. The different aspects of their program are best learned from someone that has an in depth knowledge of the different aspects of each tool.
What business problems are you solving with the product? What benefits have you realized?
We are using these techniques to accelerate the growth of seasoned sales people. The concepts and processes Miller Heiman have taught the teams I have been on support the critical thinking required to learn without the years of trial and error. As a result of this accelerated understanding of the sales role, orders and overall business growth have been positively impacted.