MHI Research Institute Launches Annual Sales Best Practices Study

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The MHI Research Institute launches the 12th annual Sales Best Practices Study. The annual study identifies the sales and selling management practices that characterize World-Class Sales Performance in B2B sales.

MHI Global | Sales Best Practices Study | Sales Coaching

MHI Research Institute Launches 12th Annual Sales Best Practices Study

The results of the Sales Best Practices Study provides sales leaders with current insights on the best practices, and how these practices can change over time.

The MHI Research Institute, an independent research division of MHI Global, announced today that they have opened the 2015 MHI Sales Best Practices Study to collect data from sales professionals in B2B sales. As the largest B2B research initiative of its kind, each year the MHI Sales Best Practices Study investigates the attributes and behaviors that lead to World-Class Sales Performance in the current business-to-business selling landscape. To date, more than 30,000 sales professionals from around the globe have participated in the study over 12 years.

“Our analysis of the results of this study provides sales leaders with current insights on the best practices, and how these practices can change over time. The MHI Sales Best Practices Study identifies the behaviors that are most statistically significant in terms of impacting sales revenue performance and other sales metrics,” says Joe Galvin, the Chief Research Officer of the MHI Research Institute. “You can’t manage metrics, but you can manage the behaviors that impact metrics. Understanding the specific behaviors that drive sales performance provides sales leaders with insights to direct their sales strategy.”

Participants in the study will receive the following benefits for joining:

  • Timely business intelligence—exclusive, first access to the full study results when they’re published in Q1 2015
  • A complimentary report from the MHI Research Institute, Perspectives on Productivity: The Next Level of Transparency
  • Entry into a drawing for a World-Class Sales Performance Gap Analysis—an opportunity to take advantage of a service provided by the Institute’s research analysts that compares the participant’s organizational behaviors to those of World-Class Sales Performers as identified in this study

Sales professionals are invited to participate in the 2015 study, which can be accessed online at It is available in multiple languages, and it’s open from September 15 – November 30, 2014.

About the MHI Research Institute
The MHI Research Institute, formerly the Miller Heiman Research Institute, is a research organization dedicated to improving the performance and productivity of complex B2B sales organizations. Through extensive research into the best practices, strategies, and decision frameworks that drive World-Class Sales Performance, we help sales leaders develop and hone sales strategies to improve sales performance. To provide strategic support for our clients, we publish thought-leading research, conduct World-Class Performance Studies, and offer members customized insight into their strategic issues. For more information, visit

About MHI Global
MHI Global works with organizations across all verticals around the world to build and sustain customer-focused, high-performance companies that can drive profitable, predictable top-line growth. Our unrivaled capabilities, dedicated to customer management excellence, come from the combined expertise of powerhouse brands that make up MHI Global: Miller Heiman, AchieveGlobal, Huthwaite, Channel Enablers, and Impact Learning Systems. For more information, visit

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