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
