Miller Heiman Sales Best Practice

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


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




2


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



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.


3


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?



Revenue Growth


4


Creating Opportunities



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.


5


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.



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


6


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



Managing Opportunities


7


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



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


8


Executive Involvement



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


9


Managing Relationships



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.


10


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.



Poll
Right now, my sales efforts are focused on:
– Growing revenue from existing customers
– Acquiring new customers
– A combination of these two


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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.



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.


12


Q&A
Questions & Answers


13

Miller Heiman Sales Best Practice

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