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Sales Performance Journal

Getting to Sales Excellence

This edition of the Miller Heiman Sales Performance Journal includes three articles that explore the various methods and tools deployed by sales organizations to be successful in their goals of winning new business and closing complex sales faster—that is, reaching their destination of sales excellence. You’ll also find a bonus Research Note.

Top 10 Reasons to Practice Funnel Management

We hear all the time about the importance of practicing good funnel management. Now learn the top reasons for why this is wise advice.

Looking Beyond Sales Training to Improve Sales

Organizations seeking assistance with driving sales performance often tend to take the same approach—sales training. But is focusing solely on business process improvement and “skilling people up” the answer?

Optimizing Multichannel Sales Results: Is It All About the Deal?

An example of one company experiencing a significant dilemma highlights some common concepts about optimizing the results from multiple sales channels and yields several perspectives and recommendations for sales leaders to consider in their own business.


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