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Miller Heiman Launches Ninth Annual Global Sales Best Practices Study

- Study will identify 2011 selling and sales management practices that correlate to increased revenue -

RENO, NV -  October 19, 2011  -   Miller Heiman, the leader in global sales performance, is now collecting data for the ninth annual Miller Heiman Sales Best Practices Study. The results will be used to identify the best practices employed by World-Class Sales Organizations, which are identified as organizations that excel in five key performance metrics and are more likely to report increased year-over-year revenue. Highlights will also include the differences in perception that exist between salespeople and sales management on several activities in the sales process.

“Each year, this study confirms the best practices of an exclusive group of top-performing organizations around the world.” said Sam Reese, president and CEO of Miller Heiman. “Capturing and sharing this information with sales leaders provides a tremendous opportunity to validate growth strategies and prioritize selling activities.”

Reports produced from this year’s study will help participants better understand current perceptions and expectations for sales and sales management activities by providing data such as:

• Where companies expect 2012 growth to come from
• How companies plan to enable 2012 growth
• Effectiveness of social media in the sales process
• Signs of risk aversion among customers

This research effort is considered the largest study of complex, business-to-business selling and sales management best practices in the world. To date, more than 25,000 sales professionals from around the globe have participated in the Miller Heiman Sales Best Practices Study.

Participate in the current Miller Heiman Sales Best Practices Study.  All participants will receive the results from this study and have immediate access to a library of research reports including a special report based on data collected from 2007 through 2011, The Performance Value of a World-Class Sales Process: A Multi-Year Comparison during Both Strong and Weak Economic Conditions.

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.