Best Practice Research on High Performing Sales Organizations

13 October 2015


MHI Research Institute’s Joe Galvin presents findings from MHI’s recent research on sales organization best practices.

Now in its 12th year, the MHI Sales Best Practices Study captures and measures the behaviors, attributes and performance of World-Class Sales Performers, providing a foundation for benchmarking organizations against World-Class Sales Performers and other data segments including industries, geographies and sales roles.

The analysis of the 2013 Miller Heiman Sales Best Practices Study focused on the attributes found in the World-Class Sales Performer: Customer Core, Collaborative Culture and Calibration for Success.

Last year, the analysis of the 2014 study identified the behaviors of World-Class Sales Performers: Provide Perspective, Conscious Collaboration and Performance Accountability, and connected them to the world-class organizational attributes to define a high-performance sales culture.

In 2015, MHI's focus is on the continuous shifting of buyer behaviors and how world-class sales professionals and organizations are adapting by changing how they connect, collaborate and calculate value for their customers.

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