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Report Identifies Growth Opportunities for Australian and NewZealand...

Miller Heiman just released the 2009 Sales Growth Strategies for Australia and New Zealand. This report, derived from the 2009 Miller Heiman Sales Best Practices (http://store.millerheiman.com/kc/abstract.aspxitemid=000000000000065A) Study, summarises results from sales organisations across the globe detailing areas for sales performance improvement.

This study is a resource for sales organisations operating in complex selling environments that are looking to incorporate strategies from world-class organisations, said Sam Reese, president and CEO of Miller Heiman. Companies can evaluate their actions in order to plan for success both in the short term to provide results and long term to achieve growth.

The study compares the activities of sales organisations in Australia (http://www.millerheiman.com/about/corporate_facts/locations/asia_pacific.html) and New Zealand to the global results. The results show that this region is under-performing in many activities included in this study.

According to Michael Light, Miller Heiman'ss regional vice president for Asia Pacific, the report reveals a need for change in several areas of sales performance. In these difficult economic times, companies are looking for ways to make an immediate impact on results, he says. The good news is that the results show specific activities where sales organisations in this region should focus their efforts.

Opportunity management is one example highlighted in this report. Technical salespeople develop such a strong loyalty to their product, they often miss the opportunity to understand the buyer'ss concept, says Light. They are too focused on the product, the service and the sale.

The report addresses another area where Australian and New Zealand companies have the potential to bolster performance. Only 20 percent of Australian respondents felt that their Customer Relationship Management (http://www.millerheiman.com/our_products/sales_access_manager/index.html) (CRM) system greatly improves the effectiveness of their sales organisation, as compared to 83 percent of World-Class Sales Organisations.

The 2009 Sales Growth Strategies for Australia and New Zealand report will be presented June 16 in Queen St., Melbourne, at a breakfast briefing beginning at 7:30 a.m. For details about the event or to request a copy of the report, contact Lynne Edwards at +61 2 9909 8699.

About Miller Heiman: The Sales Performance Company

Miller Heiman is the global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organisations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nevada, Miller Heiman has additional corporate offices in the United Kingdom and Australia and offers programs worldwide in 15 languages. For more information, contact +61 2 9909 8699 or visit Miller Heiman'ss website (http://www.millerheiman.com).

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