{"id":1424,"date":"2009-02-26T00:30:28","date_gmt":"2009-02-26T05:30:28","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/miller-heiman-releases-2009-sales-best-practices-study\/"},"modified":"2015-05-04T19:45:51","modified_gmt":"2015-05-04T19:45:51","slug":"miller-heiman-releases-2009-sales-best-practices-study","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/miller-heiman-releases-2009-sales-best-practices-study\/","title":{"rendered":"Miller Heiman Releases 2009 Sales Best Practices Study"},"content":{"rendered":"

\"mh\"Last week I attended the executive briefing from Miller Heiman which just released its Sales Best Practices Study for 2009. We covered the 2008 Sales Best Practices Study here.<\/a> This year 3,900+ sales professionals participated in the research.<\/p>\n

Some highlights from 2009:<\/p>\n

\u201cSuccessful sales organizations do not do one or two things well; they maintain a high level of performance across all of the selling and sales management activities required to support the sales process.\u201d These include<\/p>\n

    \n
  1. Opportunity Creation<\/li>\n
  2. Opportunity Management<\/li>\n
  3. Relationship Management<\/li>\n
  4. People and Organization<\/li>\n
  5. Support and Enablement<\/li>\n
  6. Management Execution<\/li>\n<\/ol>\n

    Nearly a third of organizations think they have only a 50% chance of hitting their Q1&Q2 targets this year, and another 50% felt confident with concerns. 80% of World Class organizations expected growth this year and 65% of non-world class organizations. Given current economic climate, I would say that\u2019s a fairly bullish crowd.<\/p>\n

    World Class organizations (7% of respondents qualify) were able to achieve a higher level of growth vs peers across these metrics:<\/p>\n