2013 MHI Sales Best Practices Study- Executive summary
Minds&More supports for the 3rd time, the largest research study on B2B selling and sales management best practices,
The MHI Global Sales Best Practices Study 2015
How can you really know what makes sales top-performers successful? Sales trends are evolving very rapidly and so do the behaviours that lead to World-Class Sales Performance.
That’s why the 12th MHI study is aimed to build a major benchmark that identifies the behaviours and attributes that drive the Belgian sales market. Share your experience to allow MHI researchers to understand the latest Belgian trends that contribute to achieving superior growth in key sales performance metrics, including account acquisition, customer retention, and revenue. The output of the study will offer you extremely powerful insights to achieve and maintain sustainable top performances in sales. Click here to join the study today:
As a study participant, you will receive:
A first access to the study findings early next year. Get a competitive advantage by being one of the first to apply the best practices identified in the study to your sales strategy.
An immediate access to exclusive research from the MHI Research Institute, including our report on sales productivity drivers, Perspectives on Productivity: The Next Level of Transparency
If you want to know more about the MHI Global Sales studies, take a look below at the exclusive insight we deliver for you into the latest MHI Sales Study!
We thank you in advance for your effort and your time.
The Minds&More Team
2013 Miller Heiman Sales Best Practices Study Executive Summary: The Growing Gap Between Good And Great
Get More From the 2013 Miller Heiman Sales Best Practices Study
Sales Performance Spotlight Newsletter
Findings from the current best practice research are delivered each month through Miller Heiman’s Sales Performance Spotlight newsletter. Subscribers receive data, charts and perspective about how compelling practices at World-Class Sales Organizations can be applied to improve performance in their organization. Subscribers also have access to the data archives. Subscribe at http://www.millerheiman.com/subscribe.
Miller Heiman Research Institute Membership
Miller Heiman Research Institute is a research organization dedicated to improving the performance and productivity of complex, business-to-business sales organizations. The Institute helps members develop and hone sales strategies by providing thought-leading research, critical analysis, benchmarking against World-Class Sales Organizations and customized insights to their strategic issues through advisory services. Through extensive research into the best practices, strategies and decision frameworks of World-Class Sales Organizations, members are able to apply these insights in their organization through published research, keynotes and presentations as well as analyst inquiries. For more information, visit www.millerheiman.com/research_institute.
The Miller Heiman Sales System®
The Miller Heiman Sales System® provides a blueprint for sales leaders to examine each area of their organization and identif y areas
of excellence or uncover gaps in per formance. With the customer as its design point, sales leaders are able to inspect ever y phase of
the engagement experience and prescribe the desired state based on its customer management strategy.
ISSUES WE HELP SOLVE
1. Building sales and marketing performance to support your growth strategy and achieve effective go to market
2. Providing experienced interim marketing resources to fill resource gaps or expertise needed for defined time (Product Mgt, Marcom, Go To Market, Activation, Channel)
3. Addressing challenges in sales and marketing alignment
4. Supporting organization in realizing a change implementation initiative
5. Enhance price realization via effective value based pricing
6. Building a stronger sales funnel, helping sales team win opportunities & account plans
7. Improve our customer management strategy
METHODS WE USE
To deliver our services we use best in class and proven methods and have a team certified on these methodologies and apply it to client’s needs
Help build capabilities of marketing and sales teams
Aligned sales and marketing on their plans
Tactics to support go to market and fill sales funnel
Help marketers work better with sales and progress buyers through the sales funnel
Used to enhance commercial performance
Strategic selling, large account planning, preparing for key customer visits
Used to coach sales managers, to help them cracking the sales code
Used to enhance capabilities and management of call center and service teams
Used to help define and manage indirect channels better
Help train marketing and sales working with channel partners
Used to assess and select talent (sales, service, marketing) to deliver higher performance for your business