Each year, the Miller Heiman Sales Best Practices Study captures and measures the behaviors, attributes and performance of “world-class sales organizations” – companies that outperform the rest in key sales performance metrics such as lead growth, quota achievement and average account billing. The 2013 study results were released in early April and reflect data collected from more than 1,100 sales professionals from around the world during fall 2012.
So, what are the world-class sales organizations doing that separate them from the rest? The Miller Heiman Sales Best Practices Study identified three common attributes that define and separate world-class sales organizations from the pack – Customer Core, Collaborative Culture and Calibrated Success.
Customer Core means putting the customers at the core of everything you do. Organizations that are deemed “world class” know that relationships matter.