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Global Sales Process Adoption Yields Impressive Results for Industry Giant

RENO, NV -  April 17, 2007  -   When Halliburton's Senior Vice President of Business Development, Peter Bernard, decided to adopt a new sales process for the company's large, multinational, diverse sales force, he knew he couldn't be too complicated about it.

In this latest article by Miller Heiman entitled, "Halliburton: Combining Passion and Process for Sales Results," Bernard shares how he surmounted the challenge of rolling out a new sales process initiative to "a veritable Babel of cultures" and unify the company's sales force with a common sales process "that drives people to ask the right questions and understand what needs to happen".

Since introducing a common sales process for its global sales team in 2004, Halliburton has enjoyed a 30 basis-point price increase for the same services they sell. Bernard points out: "As a company, we've grown our market over 20 percent [in aggregate] over the last two or three years." Bernard admits that as a publicly held company, Halliburton is keenly aware of its responsibilities to shareholders, and the need to hit the ambitious targets. He considers the right combination of passion and process, backed by strong executive sponsorship as key in reaching and exceeding targets.

To read Halliburton's success, go 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.