2008 Miller Heiman Sales Best Practices Study

Annual Study Reveals Best Practices, Perception Gaps and Year over Year Trends

Every year for the past five years, Miller Heiman has surveyed sales professionals – executives, leaders and representatives – to better understand what differentiates the most effective sales organizations – Winning Sales Organizations*. This global study contains the input of more than 17,000 participants to date and is considered the world's largest ongoing study of complex, business-to-business selling and sales management practices.

Study Highlights
The study revealed the top 3 areas where Winning Sales Organizations are out-performing other organizations:

  • Leveraging the best practices of top performers
  • Engaging strategic accounts in product/service planning processes
  • Utilizing comprehensive prospecting plans

Download the Executive Summary

*Winning Sales Organizations are those who have achieved 20 percent growth in revenue, account acquisition, and average account billing when compared to the previous year.



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