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Report Identifies Growth Opportunities for Australian and
New Zealand Companies

Miller Heiman global report reveals best practices in sales and sales management

RENO, NV -  May 26, 2009  -   Miller Heiman just released the 2009 Sales Growth Strategies for Australia and New Zealand. This report, derived from the 2009 Miller Heiman Sales Best Practices Study, summarises results from sales organisations across the globe detailing areas for sales performance improvement.

"This study is a resource for sales organisations operating in complex selling environments that are looking to incorporate strategies from world-class organisations," said Sam Reese, president and CEO of Miller Heiman. "Companies can evaluate their actions in order to plan for success both in the short term to provide results and long term to achieve growth."

The study compares the activities of sales organisations in Australia and New Zealand to the global results. The results show that this region is under-performing in many activities included in this study.

According to Michael Light, Miller Heiman's regional vice president for Asia Pacific, the report reveals a need for change in several areas of sales performance. "In these difficult economic times, companies are looking for ways to make an immediate impact on results," he says. "The good news is that the results show specific activities where sales organisations in this region should focus their efforts."

Opportunity management is one example highlighted in this report. "Technical salespeople develop such a strong loyalty to their product, they often miss the opportunity to understand the buyer's concept," says Light. "They are too focused on the product, the service and the sale."

The report addresses another area where Australian and New Zealand companies have the potential to bolster performance. Only 20 percent of Australian respondents felt that their Customer Relationship Management (CRM) system greatly improves the effectiveness of their sales organisation, as compared to 83 percent of World-Class Sales Organisations.

The 2009 Sales Growth Strategies for Australia and New Zealand report will be presented June 16 in Queen St., Melbourne, at a breakfast briefing beginning at 7:30 a.m. For details about the event or to request a copy of the report, contact Lynne Edwards at
+61 2 9909 8699 or ausinfo@millerheiman.com.

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.