Sales Best Practices Study Executive Summary: The Growing Gap Between Good and Great


The 2013 Miller Heiman Sales Best Practices Study engaged respondents ranging from account managers to high-level executives from around the world, with the objective of analyzing how the behavior of a World-Class Sales Organization is different from all complex, business-to-business sales organizations. This research is conducted annually to provide sales leaders with insights into the selling and sales management activities that are producing the greatest results, and to support our commitment to the ongoing development of resources that will help our clients achieve their goals. The survey for the 2013 data was conducted in the fall of 2012.