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Miller Heiman Releases United Kingdom Study Results

United Kingdom Sales Organizations Report Strength in Managing Relationships

RENO, NV -  July 28, 2009  -   Miller Heiman announced today the release of its annual research report for UK sales organizations. The report, 2009 Miller Heiman Sales Best Practices Study: United Kingdom Highlights, reveals trends and best practices of those selling in the United Kingdom. Responses from about 200 sales professionals from a number of industries and titles were included in the report.

Compared to other parts of the world, the data revealed that UK sales organizations showed the most strength in managing existing customer relationships. UK respondents were 12 percent more likely than the survey's general population to agree that they regularly collaborate across departments to manage strategic accounts.

While UK sales organizations also appeared strong in their response to the statement, "We know why our customers buy from us" with 71 percent agreement, only 56 percent of UK respondents agreed that they clearly understand their customer's issues before they propose a solution.

"It's interesting that they say they understand why their customers are buying, but they're not garnering this understanding before proposing a solution," said Tony Gower, United Kingdom sales director for Miller Heiman. "These types of shortcuts might pay off in the short term, but they will likely have negative consequences at some point in the relationship. Organizations can not afford to take that chance these days."

According to Gower, salespeople in the UK are expected to fill multiple roles, which impacts the amount of time they are able to spend with customers. Until more resources are available to salespeople, this will continue to be a problem, Gower said.

Those interested in obtaining a copy of 2009 Miller Heiman Sales Best Practices Study: United Kingdom Highlights, are encouraged to contact ukinfo@millerheiman.com or call +44 (0)1908 519602.

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.