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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 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.
