Miller Heiman releases "Process Excellence: Inject Science into the Art of Selling," which discusses the foundation and elements of successful sales process adoption.

The white paper, co-authored by Dario Priolo, vice president for corporate development, and Bethany Schultz, sales vice president for the South Central Region, assert that the foundation for implementing a change initiative lies on executive sponsorship, organizational commitment and a clear plan. "In the best situation, solid commitment and support must come from the entire C-level leadership team in order to create a successful sales culture," emphasize the authors.

The paper outlines Miller Heiman's sales process adoption model which offers strong parallels with Six Sigma. It identifies five elements which include process training, process mastery, process measurement, process enablement and process reinforcement.

The paper was written following the release of the results of the company's Sales Best Practices Study for 2007 which found that "Winning Sales Organizations take a much more scientific approach to selling and sales management than others." The authors acknowledge that "while there will always be a certain art to selling, it's an increasingly sophisticated business world, and winning sales organizations prove that sales process excellence creates a significant competitive advantage".

A complimentary copy of Inject Science into the Art of Selling is available at www.millerheiman.com.

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