The Sales Best Practice study from MHI Research Institute captures and measures the behaviours, attributes and performance of world-class sales performers. Now in its 12th year, this study provides a foundation for benchmarking organisations against these leading performers as well as other sectors, geographies and sales roles.
This valuable study unravels the decision making process and focuses on the continuous shifting of buyers behaviours and how world-class sales professionals and organisations are adapting by changing how they Connect, Collaborate and Calculate value for their customers.
Included in this valuable study:
• Influencing Business Buyers
• Decoding the Decision Dynamic
• Defining World-class Sales Performance
• Create Opportunities
• Manage Opportunities
• Manage Relationships
• People & Organisations
• Operations & Enablement
• Management Execution