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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
Thursday, February 19, 2009
Bill Golder, Executive Vice President of Business DevelopmentDamon Jones, President and Managing Director of InternationalModerator: Elizabeth Vanneste, Chief Marketing Officer
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 22009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Agenda
� Definition of World-Class
� 2009 Research Highlights
� Key Best Practices
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 32009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 42009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 52009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 62009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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.
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 72009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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?
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 82009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Revenue Growth
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 92009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Creating Opportunities
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 102009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Get Focused on Business Development
We consistently follow a
standardized process to qualify opportunities.
OthersWorld Class
91% 37%
OthersWorld Class
89% 37%
Sales and Marketing are
aligned in what our customers want and need.
OthersWorld Class
86% 39%
We have a formalized value
proposition that is very compelling to our prospects.
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 112009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Sales and Marketing Alignment at a 3-Year High
Sales and marketing alignment is trending higher among those in complex selling environments.
20082007
30% 31%
2009
37%
Sales and Marketing are aligned in what our customers want and need.
*This activity is at a 3-year high for agreement.
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 122009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Ideal Customer Profile Gaining in Importance
Best practice organizations are investing in tools and processes to understand their Ideal Customer Profile.
20082007
32% 31%
2009
37%
We always follow a standardized process to qualify opportunities
*This activity is at a 3-year high for agreement.
7
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 132009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 142009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Managing Opportunities
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 152009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Align with Your Customer’s Buying Process
� When we give price concessions, we always get comparable value in return.
� We clearly understand our customers' issues before we propose a solution.
OthersWorld Class
70%23%
OthersWorld Class
93% 50%
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 162009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Get Close to the C-Suite
� We have a formal process for utilizing executive-to-executive selling.
� In a large deal, we always gain access to key decision makers.
OthersWorld Class
75%25%
OthersWorld Class
87% 42%
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 172009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Executive Involvement
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 182009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Significant Increase in Collaboration to Pursue Large Deals
20082007
38% 35%
2009
50%
Our organization utilizes processes and tools to collaborate among teams pursuing large deals
*This activity is at a 3-year high for agreement.
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 192009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Managing Relationships
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 202009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Surprises in Customer Management
20082007
32% 29%2009
25%
We are never surprised by the loss of a strategic account
*This activity is at a 3-year low for agreement.
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 212009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Get Closer to Customers
We jointly set long-term
objectives with our strategic accounts.
OthersWorld Class
90% 42%
OthersWorld Class
89% 36%
We always review the
results of our solution with strategic accounts.
OthersWorld Class
92% 43%
Our organization regularly
collaborates across department to manage strategic accounts.
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 222009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 232009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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.
Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 242009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
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.
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Highlights from the 2009 Miller Heiman Sales Best Practices Study
slide 252009 © Miller Heiman, Inc. All rights reserved. www.millerheiman.com
Q&AQuestions & Answers