Miller Heiman Releases Annual Sales Best Practices Study Results

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Miller Heiman has released its 2009 Sales Best Practices Study and found interesting trends to help sales professionals prepare for the current economic climate.

Every year we reach out to our extensive database of sales professionals, sales leaders, and executives to find out which selling activities are currently impacting results

Miller Heiman announced today the results of the 2009 Miller Heiman Sales Best Practices Study. Now in its sixth year, more than 21,000 sales professionals have participated in the study to date.

"Every year we reach out to our extensive database of sales professionals, sales leaders, and executives to find out which selling activities are currently impacting results," said Sam Reese, president and CEO of Miller Heiman. "The severity of today's economic climate makes it even more crucial to understand how we can influence results right now."

The Miller Heiman Sales Best Practices Study analyzes complex, business-to-business sales environments to reveal the best practices of World-Class Sales Organizations and the perception gaps among sales representatives, their managers, and C-level executives. The study also looks at year-over-year trends, making it possible to highlight the activities that are particularly relevant in the current selling environment.

According to Elizabeth Vanneste, chief marketing officer for Miller Heiman, one of the study's notable findings was around the alignment of sales and marketing departments. In the study, 37 percent of respondents agreed that sales and marketing are aligned as to what their customers want and need, compared to 91 percent of respondents from World-Class Sales Organizations. Sales and marketing alignment had a direct correlation to growth in qualified leads.

"This shows us the potential impact of getting these two departments to work in tandem," Vanneste said. "This should be a priority for business leaders this year as a way to improve their pipeline despite budget constraints."

Those who are interested in more information about the 2009 Miller Heiman Sales Best Practices Study or would like to receive a copy of the study's executive summary are encouraged to contact Sarah Milligan at 877.506.2973. If outside North America, please call Andrew Perkins at +44 (0)1908 519615.

About Miller Heiman
Miller Heiman is the global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nevada, Miller Heiman has additional corporate offices in the United Kingdom and Australia and offers programs worldwide in 15 languages. For more information, contact 877.506.2973 or visit Miller Heiman's website.

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