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Miller Heiman Zeroes in on 4 Megatrends That Will Impact Sales Management

RENO, NV -  January 11, 2007  -   Miller Heiman's latest white paper zeroes in on the top 4 megatrends that are driving the changes in the way we do business. Megatrends That Will Impact the Way We Manage Sales Organizations identifies demographic, technological, regulatory and social aspects as having the most impact in the business landscape.

Sam Reese and Dario Priolo, co-authors of this latest white paper from Miller Heiman, cite the fact that as Baby Boomers retire, the smaller generations coming behind them simply don't have sufficient numbers to fill those vacancies. Nowhere is competition to find, hire and retain the best employees more fierce  than in sales, where executives are already feeling the pinch.

The paper goes on to discuss the implication of this trend to customer relationships: "Those demographic trends also threaten a less tangible but equally critical aspect of sales: the deep, long-standing personal relationships that vanish when a salesperson or a customer-company's contact person-or both-retire or otherwise leave their jobs."

On the technology side, Reese and Priolo argue that CRM systems and accompanying application exchanges and bolt-on applications are providing competitive advantage to sales teams who use them to obtain more and higher quality information with which to  make better decisions.

Regulatory change has propelled the emergence of new competition and new threats of commoditization. The authors suggest that to avoid being commoditized, organizations must differentiate themselves from the competition by constantly adding value. This paper discusses strategies to achieve this.

Finally, the paper pointed out a notable social trend, the rising popularity of social networking, particularly among the younger generation who uses online sites such as MySpace.com and Facebook.com. How social networking can be leveraged in the world of sales is discussed and organizations are encouraged to explore its potential as avenue for competitive advantage.

To read the full article, click here.

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.