Sales organizations are better at hitting their revenue goals; 94 percent of commitments were met in 2018, making it the third straight year of growth. But while revenues seem solid, it’s not because of sales performance. As per the Miller Heiman , “The 2018-2019 Sales Performance Report”, sellers are no more successful than they were three years ago, and performance and productivity aren’t driving revenue growth. With the goal of reversing these trends, based on the Miller Heiman research insights from nearly 900 global sales leaders the report explores what made the top performing sales organisations so successful in 2018 and provides actionable steps for achieving the top four sales goals in 2019. 1. The immediate steps to increasing win rates this year The factors that help companies achieve their goal of increasing win rates. If you intend to bet either on process or on relationships, pick relationships- If the primary focus of organization’s is on increasing win r...