Establishing the bar of excellence so others could raise it
Company: Miller Heiman
Industry: International — Sales Training
Miller Heiman has been defining and documenting successful selling for more than 30 years. With core programs for managing complex sales, they provide a common language and common-sense approach to sales management for organizations around the globe.
Service: Market Research
Deliverables:
Data analysis:
- Benchmark creation of world-class sales organizations
- Industry and country comparisons
- Trends, general and year-by-year
- Cause/effect for each element and overall
Reports and presentations:
- Executive summaries
- Industry reports
- Country reports
- Executive presentations
Need: To drive corporate strategy, product/service development and marketing programs through an extensive and deep understand of the industry trends and the market needs.
Solution: The project is primary data research involving development of the survey instrument (70+ questions), data collection (5,000+ respondents in 2007), data analysis, data interpretation and report writing. The current study can be viewed at http://vovici.com/wsb.dll/s/7b22g376b9. This project is an essential element in Miller Heiman’s competitive advantage of being the leader in international sales training. Each year there are other projects M3 Planning participates in — developing a Sales Performance Index, individual Miller Heiman client benchmark projects and extensions of the Sales Best Practices survey.
Result: The extensive assessment and analysis provided has generated the development of best practices in sales training and sales industry internationally. The study is continuing into its seventh year with over 17,000 participants. Data has been collected from over 45 countries. Beginning with the last project, the survey was translated into German, Spanish, French and Italian. Benchmarks were developed in each of those cultures. Based on our data collection and analysis, the project was written up in Entrepreneur Magazine. August 2004, p55. (Miller Heiman). This research has also been incorporated as an element in their strategic planning.
