2016 sales best practices study

F i n d i n g s f r o m t h e 2 0 1 5 M H I S a l e s B e s t P r a c t i c e s S t u d y

2© MHI Global, Inc. All Rights Reserved.

In 2015, the Sales Best Practices Study focused on the continuous shifting of buyer behaviors, and how world-class sales professionals and organizations are adapting by changing how they Connect, Collaborate and Calculate value for their customers.

Connect Collaborate Calculate


The most important decision the salesperson and the organization make is how they choose to connect with and engage with their customers.

Connect


BUYER BEHAVIORConnect


BUYER BEHAVIORConnectEvery customer makes decisions for different reasons, and knowing why customers buy from us has become increasingly difficult.


SALES METRIC TRENDConnect



In a typical deal, the number of decision makers is increasing



In a typical deal, the number of decision makers is increasing

Some organizations are responding to this challenge by increasing the number of resources


How the salesperson interacts with customers as they move through their decision journeys is as important as how solutions capabilities compare to the competition.

ConnectCollaborate


ConnectCollaborate BUYER BEHAVIOR


ConnectCollaborate BUYER BEHAVIORMore decision makers involved in the decision means more activities and interactions.


ConnectCollaborate SALES METRIC TREND


ConnectCollaborate SALES METRIC TRENDThere is one inevitable outcome of having more people involved in a more structured buying process:


ConnectCollaborate SALES METRIC TRENDThere is one inevitable outcome of having more people involved in a more structured buying process:

LONGER SALES CYCLES


ConnectCollaborate SALES METRIC TRENDDespite the hypothesis that buyers are further along in their process when they engage sales, our research shows that the buying process is much longer, resulting in longer sales cycles.


Determining what the individual buying team members value, as well as their political influence within the team, will dictate whatmatters.

Calculate


Calculate BUYER BEHAVIOR


Calculate BUYER BEHAVIORAs buying cycles lengthen and decision dynamics become more complex, identifying and calculating the costs and benefits of any product or capability have grown in importance.


Calculate SALES METRIC TREND


Calculate SALES METRIC TRENDRetention, as measured by the number of customers and, more importantly, existing customer revenue, is the barometer of a successful customer-core strategy.


These evolutions have marginalized the discussion with buyers about the product.


These evolutions have marginalized the discussion with buyers about the product.

At the same time, they’ve placed a premium on understanding the customer’s context, concept and the decision dynamic of how

these buyers will make this decision, this time.


Now, we want to know: what new evolutions are taking shape?


Help us identify the year-over-year changes in the most critical behaviors for succeeding in the current sales landscape…


Help us identify the year-over-year changes in the most critical behaviors for succeeding in the current sales landscape…

JOIN THE 2016 SALES BEST PRACTICES STUDY TODAY

https://mhiglobal.az1.qualtrics.com/SE/?SID=SV_7ae1uyzjTTjLA2N&source=SOCIAL

https://mhiglobal.az1.qualtrics.com/SE/?SID=SV_7ae1uyzjTTjLA2N&source=SOCIAL

https://mhiglobal.az1.qualtrics.com/SE/?SID=SV_7ae1uyzjTTjLA2N&source=SlideShare

2016 sales best practices study

Data & Analytics