Highlights From The 2009 Miller Heiman Sales Best Practices Study

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On the 19th of February\'09 we shared the results of the 2009 Sales Best Practise Study in a webcast. If you haven\'t been able to attend, please have a look at the presentation. If you would like to contact us on any of the contents, feel free to do so any time.

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Highlights From The 2009 Miller Heiman Sales Best Practices Study

  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 www.millerheiman.com slide 2 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 3 2009 © Miller Heiman, Inc. All rights reserved. Highlights from the 2009 Miller Heiman Sales Best Practices Study www.millerheiman.com slide 4 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 5 2009 © Miller Heiman, Inc. All rights reserved. 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. www.millerheiman.com slide 6 2009 © Miller Heiman, Inc. All rights reserved. 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? www.millerheiman.com slide 7 2009 © Miller Heiman, Inc. All rights reserved. Highlights from the 2009 Miller Heiman Sales Best Practices Study Revenue Growth www.millerheiman.com slide 8 2009 © Miller Heiman, Inc. All rights reserved. 4
  5. 5. Highlights from the 2009 Miller Heiman Sales Best Practices Study Creating Opportunities www.millerheiman.com slide 9 2009 © Miller Heiman, Inc. All rights reserved. Highlights from the 2009 Miller Heiman Sales Best Practices Study Get Focused on Business Development 89% 91% 86% 37% 37% 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. www.millerheiman.com slide 10 2009 © Miller Heiman, Inc. All rights reserved. 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. 37% 31% 30% 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. www.millerheiman.com slide 11 2009 © Miller Heiman, Inc. All rights reserved. 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. 37% 31% 32% 2007 2008 2009 We always follow a standardized process to qualify opportunities *This activity is at a 3-year high for agreement. www.millerheiman.com slide 12 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 13 2009 © Miller Heiman, Inc. All rights reserved. Highlights from the 2009 Miller Heiman Sales Best Practices Study Managing Opportunities www.millerheiman.com slide 14 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 15 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 16 2009 © Miller Heiman, Inc. All rights reserved. 8
  9. 9. Highlights from the 2009 Miller Heiman Sales Best Practices Study Executive Involvement www.millerheiman.com slide 17 2009 © Miller Heiman, Inc. All rights reserved. Highlights from the 2009 Miller Heiman Sales Best Practices Study Significant Increase in Collaboration to Pursue Large Deals 50% 38% 35% 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. www.millerheiman.com slide 18 2009 © Miller Heiman, Inc. All rights reserved. 9
  10. 10. Highlights from the 2009 Miller Heiman Sales Best Practices Study Managing Relationships www.millerheiman.com slide 19 2009 © Miller Heiman, Inc. All rights reserved. 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. www.millerheiman.com slide 20 2009 © Miller Heiman, Inc. All rights reserved. 10
  11. 11. Highlights from the 2009 Miller Heiman Sales Best Practices Study Get Closer to Customers 89% 90% 92% 42% 36% 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. www.millerheiman.com slide 21 2009 © Miller Heiman, Inc. All rights reserved. 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 www.millerheiman.com slide 22 2009 © Miller Heiman, Inc. All rights reserved. 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. www.millerheiman.com slide 23 2009 © Miller Heiman, Inc. All rights reserved. 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. www.millerheiman.com slide 24 2009 © Miller Heiman, Inc. All rights reserved. 12
  13. 13. Highlights from the 2009 Miller Heiman Sales Best Practices Study Q&A Questions & Answers www.millerheiman.com slide 25 2009 © Miller Heiman, Inc. All rights reserved. 13

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