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Miller Heiman Releases Annual Sales Best Practices
Study Results

RENO, NV -  February 25, 2009  -   Miller Heiman announced today the results of the 2009 Miller Heiman Sales Best Practices Study. Now in its sixth year, more than 21,000 sales professionals have participated in the study to date.

"Every year we reach out to our extensive database of sales professionals, sales leaders, and executives to find out which selling activities are currently impacting results," said Sam Reese, president and CEO of Miller Heiman. "The severity of today's economic climate makes it even more crucial to understand how we can influence results right now."

The Miller Heiman Sales Best Practices Study analyzes complex, business-to-business sales environments to reveal the best practices of World-Class Sales Organizations and the perception gaps among sales representatives, their managers, and C-level executives. The study also looks at year-over-year trends, making it possible to highlight the activities that are particularly relevant in the current selling environment.

According to Elizabeth Vanneste, chief marketing officer for Miller Heiman, one of the study's notable findings was around the alignment of sales and marketing departments. In the study, 37 percent of respondents agreed that sales and marketing are aligned as to what their customers want and need, compared to 91 percent of respondents from World-Class Sales Organizations. Sales and marketing alignment had a direct correlation to growth in qualified leads.

"This shows us the potential impact of getting these two departments to work in tandem," Vanneste said. "This should be a priority for business leaders this year as a way to improve their pipeline despite budget constraints."

Those who are interested in more information about the 2009 Miller Heiman Sales Best Practices Study or would like to receive a copy of the study's executive summary are encouraged to contact Sarah Milligan 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 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.