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Miller Heiman Releases Sales Performance Index for Q2 2005
Discounting Pressures Ease While Concern Over Reaching Quota Intensifies
RENO, NV -
April 25, 2005 -
Miller Heiman today announced results of the Q2 2005 Sales Performance Index. The Index is 106.8 for the quarter. This reflects a slight decrease when compared against last quarter's Index of 107.3. The decrease, however, is considered statistically insignificant. The Index is comprised of responses by a fixed group of 250 sales leaders representing small, medium, and large companies in various industries throughout North America. The members are referred to as the Sales Performance Index 250. Each quarter, members of the Sales Performance Index 250 are ask the same ten questions relating to their confidence in the overall market and toward specific performance-related metrics.
The Q2 2005 Sales Performance Index maintains the confidence and sales performance levels established in Q1 of this year. It also reflects an improvement when compared against the Index's baseline of 100, which was established in October 2004 for Q4 2004.
Miller Heiman's Sales Performance Index is a new and unprecedented market indicator that measures the confidence companies have in effectively selling products and services in current market conditions.
It is the first nationally published Index of its kind. When announced, the Index reflects the expectations of a select group of sales leaders for the current quarter's sales performance.
"The upswing in market optimism experienced during the first quarter of this year is holding steady," said Sam Reese, president and CEO, Miller Heiman. "Sales leaders are maintaining a fairly positive outlook in most areas, though we're beginning to see more concern over a sales organization's ability to achieve revenue targets."
Miller Heiman's Sales Performance Index reveals that while discounting pressures improved, they are offset by an increased concern over ability to achieve quota during the current fiscal quarter.
The Q2 2005 Sales Performance Index reports 73% of respondents believe they will achieve quota during the current fiscal quarter. This compares to 81% of the Sales Performance Index members, who believed they would achieve quota during the first quarter of 2005.
About the Sales Performance Index
Each question focuses on a specific driver reflective of overall sales performance. Questions range from the sales leader's ability to achieve quota in the current quarter to lead quality, sales cycles, discounting pressures, and growth or decline in average billing per customer.
The Sales Performance Index 250 is a managed sample of senior-level sales executives, which employs a consistent composition based on company size. Company size is determined by total number of employees. The Index number itself is a summation of the mean responses of the participants.
The announcement schedule for the Sales Performance Index is as follows: Q3 2005, July 25; Q4 2005, October 31; Q1 2006, January 30; and Q2 2006, April 24.
About Miller Heiman: The Sales Performance Company
Miller Heiman is a 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, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.
