Miller Heiman Launches 2011 Sales Best Practices Study

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Study will identify selling and sales management practices that lead to increased revenue

This study continues to provide sales leaders with information that can have a quick impact on results

Miller Heiman, the prominent leader in sales performance improvement, launched the 2011 Miller Heiman Sales Best Practices Study today. Now in its eighth year, this research effort is considered the largest study of complex, business-to-business selling and sales management best practices in the world.

To date, more than 23,000 sales professionals from around the globe have participated in the Miller Heiman Sales Best Practices Study. Responses will be analyzed to call out the best practices employed by World-Class Sales Organizations, those organizations that excel in five key performance metrics and are more likely to report increased revenue. In addition, the study will highlight perception gaps that exist between salespeople and sales management on specific activities in the sales process.

"This study continues to provide sales leaders with information that can have a quick impact on results," said Sam Reese, president and CEO of Miller Heiman. "As growing top-line results is critical right now, the research will help companies understand what changes they can make within their sales organizations to elevate performance."

Reports produced from this year's study will help participants better understand current perceptions and expectations for sales and sales management activities by providing data such as:

  • Where companies expect 2011 growth to come from
  • How companies plan to enable 2011 growth
  • Effectiveness of social media in the sales process
  • Where a sales manager's time is most effectively spent
  • Signs of risk aversion among customers

To participate in the 2011 Miller Heiman Sales Best Practices Study, visit All participants gain immediate access to a report based on data collected from 2007 through 2010, "The Performance Value of a World-Class Sales Process: A Multi-Year Comparison during Both Strong and Weak Economic Conditions." Everyone who completes the survey by October 29 will receive a preview of preliminary results to this year's study and related commentary from Miller Heiman experts.

About Miller Heiman: The Sales Performance Company
Miller Heiman is the proven leader and innovator in sales execution, with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company's common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance, with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit


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Rachel Gattuso
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