2011 Study Reveals Top 12 Selling and Sales Management Best Practices

8th annual study identifies initiatives that were most influential in driving growth for World-Class Sales Organizations.

Mar 23, 2011, 08:00 ET from Miller Heiman

RENO, Nev., March 23, 2011 /PRNewswire/ -- Miller Heiman, a leading sales performance consulting firm, released today the executive summary of its annual research effort, The Miller Heiman Sales Best Practices Study, the largest global study of selling and sales management best practices in the complex selling environment. "Sales Strategies for Thriving in a Post-Recession Economy" reveals 12 sales initiatives that most significantly contributed to superior performance among World-Class Sales Organizations.

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"This is information that our clients look forward to seeing every year," said Sam Reese, president and CEO, Miller Heiman. "The results very clearly show where sales leaders should be prioritizing their attention to produce world-class results."

Data was collected during the fall of 2010 and included about 1,700 professionals at companies in complex selling environments regarding the sales activities and performance of their organizations. The study defined a group of respondents who outperformed in areas such as opportunity creation, opportunity management, and relationship management as World-Class Sales Organizations. Representing just 6 percent of the study participants, this group showed 20 percent better results in many key performance metrics when compared to other study participants.

The performance metrics that improved most significantly included qualified lead volume, new customer acquisition and retention, salesperson productivity, quota achievement, and forecast accuracy.

The top 12 best practices that had the greatest influence on producing growth in these metrics are highlighted in the executive summary. The list includes best practices that have consistently appeared in prior years' study results, plus some new initiatives emerged.

  • Customer focus
  • Sales and marketing alignment
  • Replicating the activities of top performers
  • Team collaboration
  • CRM confidence
  • Role of social media in the sales process

In addition, the summary includes executive insights about the significance of the results and comments from several study participants regarding the greatest risks and rewards they are expecting for 2011.

Download the study's executive summary and learn the 12 best practices http://www.millerheiman.com/summary. For more information about the 2011 Miller Heiman Sales Best Practices Study, contact Jennifer Vodehnal at 877.506.2973. If outside North America, please call Andrew Perkins at +44 (0)1908 519615 or Shane Coppin at +61 (0)2 9909 8699.

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. www.millerheiman.com

Jennifer Vodehnal
Director of Marketing Communications

SOURCE Miller Heiman