What does World-Class Sales Performance look like? • We can show you ... – The RESULTs generated by World Class Sales Teams – The Selling Behaviors that directly drive these results – How your team compares to the World-Class Group and to your Industry Peers – How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance – We can help you calculate the impact of these small changes on your business.

1. 8
We help our Clients deliver World-Class Sales Performance.
What does World-Class Sales Performance look like? We can show you …
Medio Waldt
Sales Performance Consultant, Miller Heiman Group
medio.waldt@millerheimangroup.com
610 659 3489

2. What does World-Class Sales Performance look like?
9
• We can show you …
– The RESULTs generated by World Class Sales Teams
– The Selling Behaviors that directly drive these results
– How your team compares to the World-Class Group and to your Industry
Peers
– How small changes in the right Selling Behaviors can drive significant
improvement in Sales Performance
– We can help you calculate the impact of these small changes on your
business.

3. © Copyright 2017, A Division of Miller Heiman Group
The 2017 Sales Relationship Process (SRP) Matrix
Where would YOU assess your Level of Sales Process and Customer Relationships on this matrix?
Trusted Partner
Strategic Contributor
Solutions Consultant
Preferred Supplier
Approved Vendor
Random Process Informal Process Formal Process Dynamic Process
Define Level of Relationship
Define Level of Sales Process
Salesperson understands buying organization
and has aligned objectives and strategic vision.
Salesperson is focused on product
knowledge; basic selling skills.
No documented or adopted
sales process; managers track
activity as needed.
Documented sales
process, but
not enforced.
Documented sales
process enforced/
re-enforced.
Defined process is documented,
reinforced, with metrics tracked
on an ongoing basis.
Salesperson understands buyer’s industry and
competitive impact of their product.
Salesperson understands buyer’s business and
how their product would help the buyer.
Salesperson understands how customers use
their product; has proven track record.

4. © Copyright 2017, A Division of Miller Heiman Group
Running Up the Down Escalator…2017 Results
Source: Running Up The Down Escalator
2017 CSO Insights World-Class Sales Practices Study
© 2017 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED.
Trusted
Partner
Strategic
Contributor
Solutions
Consultant
Preferred
Supplier
Approved
Vendor
Random
Process
Informal
Process
Formal
Process
Dynamic
Process
Performance Level 3
26.8% of Organizations
Performance Level 2
48.4% of Organizations
Performance Level 1
24.8% of Organizations

5. © Copyright 2017, A Division of Miller Heiman Group
2017 Sales Relationship Process Metrics
© 2017 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED.
Performance
Level 1
Performance
Level 2
Performance
Level 3
Revenue Plan
Attainment
84.1% 84.2% 88.9%
Quota Attainment 46.6% 53.6% 59.5%
Win Rates of
Forecast Deals
41.3% 46.6% 53.3%
Loss Rates of
Forecast Deals
37.1% 31.1% 25.4%
No-Decisions of
Forecast Deals
21.6% 22.3% 21.3%
Voluntary Turnover 10.1% 8.1% 8.5%
Involuntary Turnover 6.1% 5.9% 5.5%
If you would like to explore …
• The RESULTs generated by World Class Sales Teams
• The Selling Behaviors that directly drive these results
• How your team compares to the World-Class Group and to
your Industry Peers
We can arrange a 30 minute discussion. One example follows.
Medio Waldt
Sales Performance Consultant, Miller Heiman Group
medio.waldt@millerheimangroup.com; 610 659 3489

6. Why coaching is key to performance
Source:
CSO
Insights
2016
Sales
Enablement
Op<miza<on
Study
Who
can
ignore
win
rate
improvements*
of
• 12.9
percentage
points
or
• 27.9%
improvement
*
Compared
to
average
win
rate
of
46.2%