Miller Heiman Research Institute Launches Second Annual Sales Performance and Productivity Study

RENO, Nev., June 5, 2013 /PRNewswire/ -- The Miller Heiman Research Institute, a division of global sales performance leader Miller Heiman, is currently collecting data from sales and operations executives to further analyze the fast-evolving trends in investments and measurements business-to-business sales organizations are prioritizing to improve sales productivity.

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"Sales productivity is a top of mind issue right now," said Joe Galvin, Chief Research Officer of the Miller Heiman Research Institute. "In response, organizations are making significant investments to better align their training, enablement and technology functions with traditional planning and analysis to support today's increasingly complex selling environment."

The study, directed primarily at sales and sales operations leaders in complex selling environments, is intended to capture new data on productivity drivers to support decisions about strategic investments to drive sales productivity, including:

• The evolution of marketing's contribution to sales
• Achieving a knowledge advantage: how technology enables collaboration
• How organizations measure and address new hire time-to-performance

Survey participants are among the first to receive the study results that will reveal how companies around the world are addressing strategic issues surrounding operations, training, enablement and technology as they plan for 2014.

All participants who respond by Friday, July 26 will receive access to the results of this study during a live webinar presentation. Upon completing the survey, participants will gain immediate access to download a new Research Note: Sales Technology: Change Catalyst.

About the Miller Heiman Research Institute

The Miller Heiman Research Institute provides world-class research and unparalleled perspective on global best practices to help B2B sales organizations improve sales productivity and performance. Our team of sales and research experts synthesize content and data on relevant topics, emerging trends and best practices for sales leaders so they can apply this knowledge to solve strategic issues specific to their organization. To bring precision to our clients, Miller Heiman Research Institute benchmarking capabilities provide sales leaders with third-party data to identify new areas of opportunity, prioritize strategic investments that will have the most impact, and measure team performance over time.  For more information, visit www.millerheiman.com/research_institute.

SOURCE Miller Heiman Research Institute