RENO, Nev., March 10, 2011 /PRNewswire/ -- Miller Heiman, a leading sales performance consulting firm, announced today the release of Sales Performance Spotlight , an online newsletter that details how B2B sales organizations can best apply the findings from the annual Miller HeimanSales Best Practices Study to drive better results in several key sales performance metrics, including lead growth, quota achievement, account acquisition, account retention, and salesperson productivity. The Miller Heiman Sales Best Practices Study is the largest ongoing study of complex, B2B selling and sales management practices in the world.
"Our annual research study is a way for us to lend more precision to the sales profession, enabling sales leaders to make fact-based decisions about where to prioritize efforts to improve results," said Sam Reese, president and CEO of Miller Heiman. "This newsletter will provide sales professionals with a greater understanding of how they can use our research data in order to be more effective in their roles."
TheSales Performance Spotlight newsletter will help readers use the research to make better selling and sales management decisions by featuring the findings from the annual study that have the most impact on sales performance. The newsletter will also feature data, charts, and accompanying insights from Miller Heiman executives about what the findings mean for companies. Miller Heiman alumni who subscribe to the newsletter will receive exclusive access to additional research tools each month to use inside of their organizations.
Sales Performance Spotlight issues will cover top-of-mind sales issues such as social media in complex sales, executive involvement in the sales process, and reducing vulnerability in customer relationships.
"We've worked to help clients leverage the data from the Miller Heiman Sales Best Practices Study since its inception eight years ago," said Reese. "This newsletter will make the information more accessible so a broader audience of sales professionals can apply the intelligence for performance improvement."
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 www.millerheiman.com.