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 describes the basis for defining World Class and overviews one-half of the Top 12 behaviors. These six behaviors were repeats from 2019 (pre-Covid), showing that some things remain constant, even as the world was turned upside down with the pandemic, lockdowns, supply chain issues and more.
