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Miller Heiman Releases Results of Annual Study

Results Reveal Best Practices, Perception Gaps and Year over Year Trends

RENO, NV -  February 12, 2008  -   Miller Heiman announced today the release of the results of the 2008 Sales Best Practices Study. More than 4,500 sales professionals participated in this year's study, contributing to its position as the world's largest study on sales effectiveness. The insights revealed in the Sales Best Practices Study support organizations in their efforts to compare themselves to other companies within and outside their industry, providing them with information to help enhance their performance.

"There is simply no other source of this type of information for sales leaders," said Sam Reese, president and CEO of Miller Heiman. "The first time I see the results of this study each year, it's like opening a gift."

Each year, the Miller Heiman Sales Best Practices Study analyzes complex, business-to-business sales environments to reveal the best practices of top-performing sales organizations and the perception gaps among sales representatives, their managers, and C-level executives.

"When you look at the differences in responses between sales reps and their managers and other senior executives, it really highlights how critically important it is to communicate more effectively," Reese said.

Now in its fifth year, the study has included the input of more than 17,000 participants globally from more than 21 industries and a broad range of sales force sizes. The study focuses on complex selling environments, those that include multiple decision makers in the buying cycle with the sales process taking at least one quarter to close.

The study compared all respondents against the practices of Winning Sales Organizations (WSOs), those who met the three criteria of 20 percent growth in average account billing, new account acquisition, and revenue compared to the previous year. WSOs demonstrated significant strengths in executive engagement, talent management and customer-centric behavior.

"Winning Sales Organizations really know their customer, and they embrace the processes and tools required to build a successful customer relationships," Reese said.

One of the most significant perception gaps revealed between C-suite executives and sales representatives involved executive involvement in the sales process. While 68 percent of C-suite executives felt that executive leadership is actively involved in the sales process, only 39 percent of representative respondents agreed.

The year over year trends also revealed some interesting insights as the study noted that a number of selling and sales management activities declined. In 2007, for example, almost one-third of respondents agreed that, win or lose, they get feedback on all proposals. In 2008, that figure dropped to 26 percent. This area represents a valuable, yet underutilized opportunity for companies to improve their sales performance.

"It is critically important to maintain discipline regarding your sales process. When you have an opportunity to learn from customers, take advantage of it every time," Reese said.

Those who are interested in more information about the 2008 Miller Heiman Sales Best Practices Study or would like to receive a copy of the study's executive summary are encouraged to contact Sarah Licausi at 877.506.2973. If outside North America, please call Andrew Perkins at +44 (0)1908 519615.

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.