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Benchmarking Possible for Niche-Based Sales Orgs
RENO, NV -
January 10, 2008 -
There is an alternative benchmarking approach for sales organizations when their sales model, product offering, and market space is too unique to allow for fair comparison. This, according to Miller Heiman, which just released its latest article on "Calculating the Numbers that Really Matter."
The article starts with the basic premise that a problem that is becoming more prevalent is that companies are becoming more niche-based and thus have a harder time comparing their forecasts and results to other organizations. The paper outlines how Return on Sales, a metric that captures the essence of sales profitability, can be used as a tool for comparison. Though Return on Sales varies by industry, and, at times, within industries, "it can be a useful indicator of a company's ability to respond to changes in its own operating performance, general market conditions, or pricing." Miller Heiman asserts that "while benchmarking, a process that enables companies to understand how they compare to their peers and how they can better identify areas for improvement, has been in vogue for years as a continuous improvement discipline, it is still relatively new to sales." Miller Heiman, a sales consulting and training company, advocates benchmarking exercises that enable companies to understand how they compare to their peers and how they can better identify areas for improvement.
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.
