Miller Heiman Research Center

Miller Heiman regularly conducts research on sales-related topics through an extensive database of sales professionals and through partnerships with leading trade and professional associations, partner organizations, and business publications. As a result of our formal research projects and our day-to-day business relationships with sales leaders and sales professionals, we are able to continually validate and refine our thinking in the real world.

Sales Best Practices Study

Miller Heiman's annual research study of sales practices, success metrics, and Winning Sales Organizations* has become recognized as the largest continuous research project dedicated to sales performance in the world. Since the study was launched in 2003, more than 17,000 sales professionals have participated. The research results support benchmarking exercises that enable companies to understand how they compare to their peers and how they can better identify areas for improvement.

Benchmarking Services

• Sales Management Best Practices Benchmarking
• Industry Benchmark Reports

Research Reports

• Winning Sales Organizations (WSOs)
  
  Comparisons between top-performing organizations and the rest of the participating organizations in our annual sales best practices study.
• C-level Perception Gaps
  
  How the responses to our annual sales best practices study differ among the C-level, sales leadership, and the field.

Research Newsletter

• Sales Secrets: Surprising Sales Management Metrics from Miller Heiman and Sales Benchmark Index
  
  This monthly newsletter reveals operations and performance stats and offers advice for rising above the averages.

*Winning Sales Organizations are defined as companies that are able to increase revenue, account acquisition, and average account billing compared to the previous year.

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