Thank you for joining the Tenth Annual Miller Heiman Sales Best Practices Study

Using the past year as a reference, think about your company's current sales practices in relation to the statements below. Please base your responses on the actual practices in your company, not what you would like them to be.

Please note: Your responses to this survey are confidential. All survey data is aggregated, therefore not associated with any specific company or individual.

It is important that you answer ALL questions.

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General Information About Your Sales Organization

Using the past year as a reference, think about your company's current sales practices in relation to the statements below. Please base your responses on the actual practices in your company, not what you would like them to be.
In a typical deal, how many decision-makers are you required to persuade?
1   2   3   4-5   6-10   11-15   16-20   More than 20

In a typical deal, how many people from your organization are directly and consistently involved in the deal pursuit process?
1   2   3   4-5   6-10   11-15   16-20   More than 20

Compared to last year, our sales force size has:

How long does it take to fully ramp up your new salespeople to full productivity?
1 quarter   2 quarters   3 quarters   4 quarters   More than 4 quarters

What percentage of your organization's 2013 revenue do you expect to come from:
0% 1-20% 20-40% 40-60% 60-80% 80-100%
New customers New customers 0% New customers 1-20% New customers 20-40% New customers 40-60% New customers 60-80% New customers 80-100%
Existing customers Existing customers 0% Existing customers 1-20% Existing customers 20-40% Existing customers 40-60% Existing customers 60-80% Existing customers 80-100%
New distribution channels New distribution channels 0% New distribution channels 1-20% New distribution channels 20-40% New distribution channels 40-60% New distribution channels 60-80% New distribution channels 80-100%
Other, please describe below: Other, please describe below: 0% Other, please describe below: 1-20% Other, please describe below: 20-40% Other, please describe below: 40-60% Other, please describe below: 60-80% Other, please describe below: 80-100%

Additional comments:

What are the TOP 3 initiatives you anticipate to enable your 2013 growth and are they in place or planned?
Already in place Early 2013 Later in 2013
Adapt coverage model Adapt coverage model Already in place Adapt coverage model Early 2013 Adapt coverage model Later in 2013
Add new product(s) and/or service(s) Add new product(s) and/or service(s) Already in place Add new product(s) and/or service(s) Early 2013 Add new product(s) and/or service(s) Later in 2013
Add or improve channels to market (direct or indirect) Add or improve channels to market (direct or indirect) Already in place Add or improve channels to market (direct or indirect) Early 2013 Add or improve channels to market (direct or indirect) Later in 2013
Redefine sales territories Redefine sales territories Already in place Redefine sales territories Early 2013 Redefine sales territories Later in 2013
Overall organizational structure Overall organizational structure Already in place Overall organizational structure Early 2013 Overall organizational structure Later in 2013
Roles within the sales organization Roles within the sales organization Already in place Roles within the sales organization Early 2013 Roles within the sales organization Later in 2013
Sales compensation or incentive plan Sales compensation or incentive plan Already in place Sales compensation or incentive plan Early 2013 Sales compensation or incentive plan Later in 2013
Implement new sales process/methodology Implement new sales process/methodology Already in place Implement new sales process/methodology Early 2013 Implement new sales process/methodology Later in 2013
Add resources to service customers Add resources to service customers Already in place Add resources to service customers Early 2013 Add resources to service customers Later in 2013
Deploy mobile applications for the sales organization Deploy mobile applications for the sales organization Already in place Deploy mobile applications for the sales organization Early 2013 Deploy mobile applications for the sales organization Later in 2013
Upgrade CRM systems Upgrade CRM systems Already in place Upgrade CRM systems Early 2013 Upgrade CRM systems Later in 2013
Adjust marketing programs Adjust marketing programs Already in place Adjust marketing programs Early 2013 Adjust marketing programs Later in 2013
Optimize demand generation efforts with marketing Optimize demand generation efforts with marketing Already in place Optimize demand generation efforts with marketing Early 2013 Optimize demand generation efforts with marketing Later in 2013
Improve customer messaging Improve customer messaging Already in place Improve customer messaging Early 2013 Improve customer messaging Later in 2013
New pricing strategies New pricing strategies Already in place New pricing strategies Early 2013 New pricing strategies Later in 2013
Add sales and sales support people Add sales and sales support people Already in place Add sales and sales support people Early 2013 Add sales and sales support people Later in 2013
Add sales specialists (tech, vertical, product, SMEs) Add sales specialists (tech, vertical, product, SMEs) Already in place Add sales specialists (tech, vertical, product, SMEs) Early 2013 Add sales specialists (tech, vertical, product, SMEs) Later in 2013
Invest in sales enablement Invest in sales enablement Already in place Invest in sales enablement Early 2013 Invest in sales enablement Later in 2013
Other, please describe below: Other, please describe below: Already in place Other, please describe below: Early 2013 Other, please describe below: Later in 2013

Additional comments:

Which job title most accurately reflects your current position in your organization? (required)