The Miller Heiman Sales Best Practices Study 2011

It’s that time of the year again! My favourite part of the year – when Miller Heiman announces the Sales Best Practice Study.
Being a sales person through and through, I love numbers. Nothing like looking at the numbers adding up on your monthly target sheet. Now that I analyze numbers, I love getting my hands on any well researched database, or statistical analysis to help me with my number crunching. Which is why I love this study.

The Miller Heiman Sales Best Practices Study an exclusive worldwide study on sales best practices. To say that it is a huge undertaking is an understatement. More than 23000 sales professionals take part in the study and the data that is generated encompasses different industries and business realities. This is the third year that I will be taking this study. I find value in taking the study because I add my part of the sales universe to a structured, well researched engine that generates information that helps me make major decisions in the coming year.

I have also seen tremendous benefits in sending the survey to clients, who begin an introspective process of decision analysis, which definitely benefits me. I enjoy the questions in the survey, because it challenges the decisions made by me during the past year. The end result is extremely cathartic.

This year, at Miller Heiman, we expect to involve even more people and organizations in an effort to create an extremely robust study. The reports of the study will help sales professionals understand current perceptions and expectations by providing data such as –
• Where companies expect 2011 growth to come from
• How companies plan to enable 2011 growth
• Effectiveness of social media in the sales process
• Where a sales manager’s time is most effectively spent
• Signs of risk aversion among customers

Participating in the survey will give you the following immediate results –
• 2010 Miller Heiman Sales Best Practices Study executive summary
• Report based on findings from 2007 through 2010, The Performance Value of a World-Class Sales Process: A Multi-Year Comparison during Both Strong and Weak Economic Conditions.

To know more and to take the survey, visit www.salesprinciples.in

Check your BP

At Miller Heiman, we are most concerned about your sales organization's BP.

BP = Business Performance.

We are a research oriented organization and have a brand new Business Development Tool for you - The Sales Performance Meter.

If you are a Sales Leader, we invite you to do a quick assessment of your sales teams. The Sales Performance Meter includes around 20 questions from our annual best practice research project and offers the opportunity to do a quick comparison of sales activities against our world class benchmark database. We will provide you with an immediate customized report within a minute.

You can access this tool at our homepage - www.salesprinciples.in
Or directly by clicking the following link -

http://www.millerheimanmeter.com/start.php?id=psachdev@millerheiman.com

The buzz everywhere these days is FIFA. I hear people talking about it all the time. At home, in restaurants, at the mall, even my auto-rickshaw driver was wearing a football jersey voicing his support for Brazil. I can't help thinking of the tremendous pressure on the players. Even the remotest village in India is rooting for their favourite team across the world. Imagine the expectations that they have to live up to. Such stiff competition, and all for the same target.

Sounds a lot like sales, doesn't it? We're all vying for the same market share, facing tremendously stiff competition, with tremendous pressure from our sales managers, and their managers and their bosses, et al. But, that is the story of sales. Selling is tough work and there is no way to avoid the pressure that comes with it.

In my opinion, great salespeople and great atheletes definitely have a lot in common. The best football players set themselves apart by preparing themselves better, pushing themselves harder and finding a niche for themselves. On analyzing we find that the best salespeople also prepare themselves harder, find a differentiator and learn that pressure can be used to succeed.

Finally, just as the best football players play the game better because they enjoy it, we at Salesprinciples know that the best salespeople enjoy what they do, so they do it better.

We often get enquiries to conduct Sales Training and more often than not, we don't take up the assignment because Sales Training is not exactly what we do. At Sales Principles, our focus is on Sales Process Adoption, Alignment and Integration. We are a Sales Performance consulting company and through cutting edge Miller Heiman tools and processes we focus on injecting precision to the art of selling. We at Sales Principles will not tell your sales team how to sell, rather we will spend time analyzing and assessing your sales teams, key business drivers and reality to give you a comprehensive sales assessment as well as a roadmap charting milestones to win consistent business. We never tire of saying this - we will help you achieve More Sales, Better Sales.

Welcome! Sales Principles is a sales performance company created to help clients build and drive rigorous sales processes, resulting in More Sales, Better Sales. We have partnered with Miller Heiman Inc. to bring their sales expertise to the Indian subcontinent.