Healthcare Sales Organizations May Benefit from Better Communication

Reno, NV, June 14, 2008 --( Miller Heiman recently released research findings to help healthcare sales organizations benefit from the strengths and opportunities identified through a study of their peers. Best Practices to Grow Sales in the Healthcare Industry, derived from the 2008 Miller Heiman Sales Best Practices Study, compiles the findings from sales professionals in the healthcare industry and includes the insights of numerous industry experts.

“Over the last five years, our research has helped sales organizations enhance their performance by identifying the best practices of top-performing organizations,” said Sam Reese, president and CEO of Miller Heiman. “This year, we took it a step further and segmented our findings by industry. This presents an opportunity for organizations to focus on the selling activities that produce the greatest results in their space.”

According to the report, only 22 percent of healthcare sales professionals agree that they regularly engage their strategic accounts in their product/service planning process.

“You fear leaking information to your competitors,” said Tom Williams, a Miller Heiman sales consultant in the report. “The price-value relationship is high for hospitals. They want the best technology at the lowest cost.”

According to Williams and other commentators, healthcare sales organizations are afraid to expose proprietary information, especially when they are not an exclusive vendor. These organizations may benefit from asking questions and engaging customers instead of only talking about products, Williams said.

In addition, the study revealed that only 26 percent of healthcare sales respondents agree that their organization proactively terminates poor performers. Rich Blakeman, Miller Heiman’s sales vice president for the western region, attributes this to a culture of long-term loyalty and longevity compared to other industries.

Miller Heiman’s healthcare report calls out a total of seven opportunities for sales leaders to leverage best practices that contribute to the growth of top-performing sales organizations.

“The findings released in this report will certainly give sales leaders in the healthcare industry a new view on the way they do businesses,” Reese said. “Businesses can not grow without constantly evaluating what does and does not work.”

Best Practices to Grow Sales in the Healthcare Industry is available by request by contacting Miller Heiman at 1-877-552-1747 or

About Miller Heiman: The Sales Performance Company
For 30 years, Miller Heiman has brought precision to the art of selling through simple, yet powerful processes and tools to help drive performance, especially in complex selling environments. Miller Heiman publishes the award-winning Sales Performance Journal and conducts the world’s largest annual research project on sales effectiveness, the Miller Heiman Sales Best Practices Study. This study reveals best practices, trends, issues, and opportunities in today’s selling environment. As the thought leader in sales performance, Miller Heiman provides organizational sales process implementations that result in revenue predictability, clearer sales management communication, and best practice selling activities that can be replicated. Headquartered in Reno, Nevada, Miller Heiman has offices around the world and partners in more than 30 countries. For more information, please call 1-877-506-2973.

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Sarah Licausi