Miller-Heiman’s Research Institute published an annual World Class sales behaviors study, until 2015. After acquiring CSO Insights and their annual Sales Performance Optimization study, they shifted to publishing the SPO even years, and World Class odd years. In 2021 Sales Mastery teamed with Korn Ferry (Miller-Heiman’s new parent) to produce the 2021 World Class Best Practices report (released Jan 2022).
900+ firms responded to this most recent survey; only 54 (5.8%) qualified as World Class. This video is the second of a two-part series defining World Class Sales Best Practices. Part 1 provides more detail of how the Top 12 Best Practices were identified. There were six new behaviors identified for 2021 (during Covid), each of which is discussed in this video. The full report is also available for free.