For the past 3 years Miller Heiman has undertaken a comprehensive annual research study of sales practices, success metrics and the success factors associated with Winning Sales Organisations (WSOs).

Winning sales organisations are defined as those that:

-      Increased revenue over the previous year

-      Increased the average account billing

-      Acquired more new accounts compared to the previous year

Only 8% of all organisations evaluated in the study achieved all three characteristics!

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