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Road to Scientific Selling Mapped in Miller Heiman White Paper

RENO, NV -  April 06, 2007  -   Miller Heiman releases "Process Excellence: Inject Science into the Art of Selling," which discusses the foundation and elements of successful sales process adoption.
 
The white paper, co-authored by Dario Priolo, vice president of corporate development, and Bethany Schultz, sales vice president for the South Central Region, assert that the foundation for implementing a change initiative lies on executive sponsorship, organizational commitment and a clear plan. "In the best situation, solid commitment and support must come from the entire C-level leadership team in order to create a successful sales culture," emphasize the authors.
 
The paper outlines Miller Heiman's sales process adoption model which offers strong parallels with Six Sigma. It identifies five elements which include process training, process mastery, process measurement, process enablement and process reinforcement. 
 
The paper was written following the release of the results of the company's Sales Best Practices Study for 2007 which found that "Winning Sales Organizations take a much more scientific approach to selling and sales management than others." The authors acknowledge that "while there will always be a certain art to selling, it's an increasingly sophisticated business world, and winning sales organizations prove that sales process excellence creates a significant competitive advantage".
 
Get a complimentary copy of Inject Science into the Art of Selling.

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.