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Miller Heiman Announces Strategic Alliance With Sales Benchmark Index and Launches Comprehensive Sales Data Products and Analytic Solutions
RENO, NV -
February 08, 2007 -
Miller Heiman today announced a strategic alliance with Sales Benchmark Index to provide a comprehensive suite of sales data products and analytic solutions. This alliance brings together two leaders in the sales performance space, Miller Heiman, the pre-eminent leader in sales strategy and process with Sales Benchmarking Index, the pre-eminent leader in sales benchmarking.
While sales organizations routinely measure progress related to internal production goals, it is not a complete analysis of performance. Measurements are when external benchmarking against peers is added. For example, in good market conditions, internal statistics may confirm the sales team is achieving 150 percent of quota – a substantial gain – but the perception changes when compared to competitors who are achieving 250 percent of quota. This casts an entirely different light on whether an organization is over- or under-performing. “Benchmarking against peer groups has been a common practice to drive improvement for nearly every other functional area,” says Dario Priolo, Miller Heiman’s executive vice president of corporate development. Priolo comments, “We are excited about our new alliance with Sales Benchmark Index because we can now give sales and business leaders new opportunities to drive performance improvement.” The Miller Heiman Sales Benchmark Index Reports include three essential components for benchmarking sales effectiveness in a complex, business-to-business selling environment: 1) Selling and Sales Management Best Practice Benchmarks , 2) Sales Operations Benchmarks and 3) Sales Compensation Benchmarks. The best practices draw from Miller Heiman’s landmark research of “Winning Sales Organizations,” a study that included over 6,000 participants around the world. The operational and compensation benchmarks draw from Sales Benchmark Index’s information repository of over 200 leading success indicators and proprietary forward-looking metrics. Reports will cover 15 different industries. By leveraging this data store, sales organizations can now understand how they are performing relative to others in their vertical or market segment. Sales Benchmark Index’s CEO, Greg Alexander, said “Until recently sales leaders did not have the ability to measure themselves against the marketplace with objective external data. Our alliance with Miller Heiman has enabled us to create a single trusted data source to help sales leaders adopt this type of benchmarking. This alliance is a major win for our companies and our clients.” For more information on benchmarking, click here. Miller Heiman Sales Benchmark Index Reports Industry Focus About Sales Benchmark Index Sales Benchmark Index is the largest sales benchmarking company, bringing the discipline of benchmarking to the art of sales. With an unmatched proprietary information repository, a unique methodology, technology, and over 75 years of combined operating experience leading sales forces, they help sales managers succeed by implementing data-driven decision making. They have developed one of the most comprehensive sales benchmarking databases in the world and provide the world’s most in-depth studies of sales management benchmarking. Headquartered in Atlanta, Georgia, the company can be reached at 888-556-7338 or visit their website at www.salesbenchmarkindex.com.
Business Services, Construction, Consulting and Professional Services, Energy, Finance& Insurance, Healthcare, Hospitality & Food Service, Industrial & Chemical, Manufacturing, Media, Pharmaceuticals, Technology & Software, Telecommunications, and Transportation.
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. For more information, visit www.millerheiman.com.
