Miller Heiman Sales Best Practice

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Miller Heiman Sales Best Practice

  1. 1. Highlights from the 2009 Miller Heiman Sales Best Practices Study Thursday, February 19, 2009 Bill Golder, Executive Vice President of Business Development Damon Jones, President and Managing Director of International Moderator: Elizabeth Vanneste, Chief Marketing Officer Highlights from the 2009 Miller Heiman Sales Best Practices Study Agenda Definition of World-Class 2009 Research Highlights Key Best Practices 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 2 1
  2. 2. Highlights from the 2009 Miller Heiman Sales Best Practices Study 2009 Miller Heiman Sales Best Practices Study Annual study reveal trends, issues, opportunities in a complex selling environment Benchmarks year-over-year trends Survey conducted in October 2008 Sixth year of study 3,900+ sales professionals participated in current study 21,000 participants to date 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 3 Highlights from the 2009 Miller Heiman Sales Best Practices Study 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 4 2
  3. 3. Highlights from the 2009 Miller Heiman Sales Best Practices Study What Does Sales Performance Look Like? Retaining existing customers Acquiring new customers Improved forecast accuracy More of sales force hitting quota More qualified opportunities/leads 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 5 Highlights from the 2009 Miller Heiman Sales Best Practices Study World-Class Defined View sales performance as a comprehensive selling and sales management system. More likely to achieve growth across 5 key sales performance metrics. 7% of all 2009 respondents qualify as World-Class. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 6 3
  4. 4. Highlights from the 2009 Miller Heiman Sales Best Practices Study Meet Revenue Objectives in the First Half of 2009? How confident are you that your organization will meet revenue objectives in the first half of 2009? 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 7 Highlights from the 2009 Miller Heiman Sales Best Practices Study Revenue Growth 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 8 4
  5. 5. Highlights from the 2009 Miller Heiman Sales Best Practices Study Creating Opportunities 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 9 Highlights from the 2009 Miller Heiman Sales Best Practices Study Get Focused on Business Development 91% 37% 89% 37% 86% 39% World Class Others World Class Others World Class Others Sales and Marketing are We consistently follow a We have a formalized value aligned in what our standardized process to proposition that is very customers want and need. qualify opportunities. compelling to our prospects. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 10 5
  6. 6. Highlights from the 2009 Miller Heiman Sales Best Practices Study Sales and Marketing Alignment at a 3-Year High Sales and marketing alignment is trending higher among those in complex selling environments. 30% 31% 37% 2007 2008 2009 Sales and Marketing are aligned in what our customers want and need. *This activity is at a 3-year high for agreement. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 11 Highlights from the 2009 Miller Heiman Sales Best Practices Study Ideal Customer Profile Gaining in Importance Best practice organizations are investing in tools and processes to understand their Ideal Customer Profile. 32% 31% 37% 2007 2008 2009 We always follow a standardized process to qualify opportunities *This activity is at a 3-year high for agreement. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 12 6
  7. 7. Highlights from the 2009 Miller Heiman Sales Best Practices Study Poll Are your marketing efforts attracting leads that match your Ideal Customer Profile? – 100% - All leads are a good match – More than 50% – About 50% – Less than 50% – We do not get leads from marketing 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 13 Highlights from the 2009 Miller Heiman Sales Best Practices Study Managing Opportunities 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 14 7
  8. 8. Highlights from the 2009 Miller Heiman Sales Best Practices Study Align with Your Customer’s Buying Process When we give price concessions, we always get comparable value in return. 70% 23% World Class Others We clearly understand our customers' issues before we propose a solution. 93% 50% World Class Others 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 15 Highlights from the 2009 Miller Heiman Sales Best Practices Study Get Close to the C-Suite We have a formal process for utilizing executive-to-executive selling. 75% 25% World Class Others In a large deal, we always gain access to key decision makers. 87% 42% World Class Others 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 16 8
  9. 9. Highlights from the 2009 Miller Heiman Sales Best Practices Study Executive Involvement 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 17 Highlights from the 2009 Miller Heiman Sales Best Practices Study Significant Increase in Collaboration to Pursue Large Deals 38% 35% 50% 2007 2008 2009 Our organization utilizes processes and tools to collaborate among teams pursuing large deals *This activity is at a 3-year high for agreement. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 18 9
  10. 10. Highlights from the 2009 Miller Heiman Sales Best Practices Study Managing Relationships 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 19 Highlights from the 2009 Miller Heiman Sales Best Practices Study Surprises in Customer Management 32% 29% 25% 2007 2008 2009 We are never surprised by the loss of a strategic account *This activity is at a 3-year low for agreement. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 20 10
  11. 11. Highlights from the 2009 Miller Heiman Sales Best Practices Study Get Closer to Customers 90% 42% 89% 36% 92% 43% World Class Others World Class Others World Class Others We always review the We jointly set long-term Our organization regularly results of our solution with objectives with our collaborates across department strategic accounts. strategic accounts. to manage strategic accounts. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 21 Highlights from the 2009 Miller Heiman Sales Best Practices Study Poll Right now, my sales efforts are focused on: – Growing revenue from existing customers – Acquiring new customers – A combination of these two 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 22 11
  12. 12. Highlights from the 2009 Miller Heiman Sales Best Practices Study Develop Sustainable Process Aligning sales performance metrics with business objectives. Integrate sales process with CRM technology. Link performance reviews to ongoing coaching process. Allow flexibility to adapt to customers' changing needs. Capture and share best practices of top performers. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 23 Highlights from the 2009 Miller Heiman Sales Best Practices Study Everyone Today Will Receive… Link to a recording of today’s session. Executive summary & full report of the results of the 2009 Miller Heiman Sales Best Practices Study. 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 24 12
  13. 13. Highlights from the 2009 Miller Heiman Sales Best Practices Study Q&A Questions & Answers 2009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com slide 25 13

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