2009 Miller Heiman Sales Best Practices Study

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

Every year for the past six years, Miller Heiman has surveyed sales professionals – executives, leaders and representatives – to better understand what differentiates World-Class Sales Organizations. This global study contains input from more than 21,000 participants to date and is considered the world's largest ongoing study of complex, business-to-business selling and sales management practices.

2009 Study Highlights
The results of the 2009 Miller Heiman Sales Best Practices Study revealed the activities that have the greatest impact on producing results. We found that World-Class Sales Organizations are more likely to see better results than their peers in five key metrics analyzed in this study:

• Retaining existing customers
• Acquiring new customers
• Improved forecast accuracy
• More salespeople hitting quota
• More qualified opportunities/leads

Some of the year-over-year trends revealed in this study included:

• Sales and marketing alignment is trending higher among those in complex selling environments
• Best practice organizations are investing in tools and processes to better understand their customers
• Collaboration in deal pursuit reached a 3-year high

Read more in the Executive Summary: Growth Strategies for Sales Leaders in Complex Selling Environments

Get Insights, Make Smart Decisions
Get insights into the best practices in complex, business-to-business selling from Miller Heiman's annual study. Click here to contact us or call 877.678.3380 to discuss how you can leverage the data to make smart decisions that will impact results.