Sales Performance Spotlight Archive
Sales Performance Spotlight helps you use research to make better selling and sales management decisions. This newsletter features interesting points from the annual Miller Heiman Sales Best Practices Study as well as data, charts, and accompanying insights from Miller Heiman executives about what these findings can mean for your sales performance. Subscribe today so you don't miss a single issue.Solving the Garbage in, Garbage out Problem in CRMs
In the 2012 Miller Heiman Sales Best Practices Study, World-Class Sales Organizations were 81 percent more likely to say that their sales management team is highly confident in the data available from their CRM system. Compare that with just 25 percent of the rest of the respondents who can say the same thing. That makes us wonder, if you don't trust your CRM data, how do you make decisions?Get this Report
Meeting the Challenge of New Customer Acquisition
Account acquisition is one of the main drivers for growth, but acquiring new accounts remains extremely challenging for most businesses. To successfully manage an opportunity, sales teams must have the discipline to follow this one essential standard.Get this Report
It’s Time to Rethink Your Customer Retention Strategy
Customer retention was a major success factor for World-Class Sales Organizations last year. But more than just increasing the frequency of customer interactions, their sales reps are driving more focused conversations. Read on to find out how else these top-performing organizations are doing it right.Get this Report
The Deal About Big Deals
Big deals may mean different things to different organizations. Whatever the criteria is, the bigger question is how you can effectively focus the resources to improve your ability to pursue and win those opportunities.Get this Report
2011
- Put Your Energy Where It Matters
- Effective Sales Managers are Leaders, Not Doers
- Spotlight on a Moving Target
- Retaining Strategic Accounts
- Demystifying the A-Player
- Put the Value in Your Value Proposition
- Today’s CRMs and Their Role in Supporting Growth Initiatives
- Spotlight on Using Social Media to Reach the People who can Influence the Buying Decision
- Collaboration is Key to Account Retention
- Growing Qualified Lead Volume
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