Miller Heiman Sales Best Practices-India Study 2009

The 2009 Miller Heiman Sales Best Practices Study is the sixth annual effort to determine the broad challenges currently facing the sales profession. The respondents included in this report are limited to those who are selling in a complex selling environment - those who are required to influence multiple decision makers in what is typically a long sales cycle. Looking at the sales organization in six main areas, study participants were asked to respond with their level of agreement regarding 51 critical sales activities. This report is specific to responses from India.

Miller Heiman Sales Best Practices Study 2009:

When resources are restricted and sales are still expected to increase, how do sales leaders re-prioritize activities that will best help meet this challenge? Successful 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. There is no easy answer to solve every performance issue, but taking a strategic and deliberate approach to how the challenges of a given sales organization are addressed will provide a roadmap for the year ahead.