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Miller Heiman has launched the 2010 Sales Best Practices Study, an annual research project comparing complex, business-to-business selling and sales management best practices.
This study marks the firm’s seventh year of gathering the data, which has drawn from the responses of more than 21,000 sales professionals to date. The study results help identify sales activities that produce results in the current selling environment.
Miller Heiman’s model is to compare the study participant’s responses to World-Class Sales Organizations, a group that excels in five key performance metrics that correlate to increased revenue. The study also seeks to reveal perception gaps among sales representatives, their managers, and C-level executives related to the sales process.
“It’s so critical in this economy to focus on the activities that can produce results now,” said Sam Reese, president and CEO of Miller Heiman. “The results from this study help sales leaders focus their efforts on the best practices that are working for top-performing sales organizations.”
After the survey closes Oct. 30, Miller Heiman analysts will compile the results into a number of reports specific to industries, regions and countries. An executive summary will be available to provide an overall analysis of the most significant results.
Participants who take part in this year’s study by Friday, October 16 will receive an early preview of some of the preliminary results. All participants gain immediate access to the executive summary of the 2009 Miller Heiman Sales Best Practices Study. To participate in the study, visit www.millerheiman.com/2010research.