Miller Heiman Research Reveals Caution in Meeting Year-End Sales Projections.

RENO, Nev. -- The Miller Heiman Q3 Sales Confidence Index, released today, reported overall continued confidence by sales leaders in the next 90 days. While more than three-quarters of survey respondents report more opportunities and leads for the coming quarter, most also fail to give high marks to the quality of leads compared to last year, suggesting that sales professionals may have a rough time closing sales and making their year-end numbers.

The current Sales Confidence Index of 107.2, although down slightly from the previous quarter, continues within the upward trend from Q3 2005 (104). Once again the results follow current economic trends, which report high consumer confidence. However, after a booming first quarter, the United States appears to be headed toward an economic slowdown. For many sales pros, the slowdown is a hurdle in the race toward year-end, as customers grapple with rising energy costs, raw material prices, labor costs and high interest rates.

The Index data suggests that sales professionals that are serious about making their year-end goals, while recognizing the value of continuing to prospect, should concentrate primarily on funnel management -- reviewing accounts and deploying resources to the deals that are most likely to close in 2006 before final numbers are in.

"Even though they're feeling a sense of urgency, sales teams need to avoid jamming deals at the expense of ongoing long-term relationships," said Sam Reese, president and CEO, Miller Heiman.

No deal is complete until it's signed and sealed, and every salesperson knows that some deals are riskier than others. With the Index pointing to shaky leads and the economy apparently cooling, top-performing sales professionals will understand that it is time to prioritize. In the coming weeks, Reese suggests evaluating opportunities based on knowledge of the customers' business operations, sales cycles, projections and histories. "This is a time for deal review, for shepherding good deals through the funnel in a timely manner -- not for chasing leads not likely to pan out." Additional information for prioritizing and managing the funnel is available in the knowledge center at www.millerheiman.com.

Other Index findings point to strong confidence among sales leaders: Seventy percent of respondents say they are confident they'll sell more in the next 90 days than the last 90 days. Eighty-four percent say they believe that new sales opportunities are numerous. And only about a third report that compared to last year their customers are deferring their purchasing decisions, resulting in longer sales cycles. More information about the Sales Confidence Index is available at www.millerheiman.com.

The Sales Confidence Index

The Index is comprised of quarterly responses by a balanced group of sales leaders representing small, medium and large companies in various industries throughout North America.

The study analyzes the attitudes and preferences of sales leaders regarding their perception of the selling environment. The scores were calibrated to establish a baseline of 100 for the fourth quarter of 2004, with comparative data available for subsequent quarters.

About Miller Heiman

Miller Heiman has been a thought leader and innovator in the sales arena for almost 30 years, helping clients worldwide win high-value complex deals, protect and grow key accounts, manage talent and optimize sales strategies and operations.

With a prestigious client list that includes Fortune 500 clients, Miller Heiman helps companies in virtually every major industry to build high-performance sales teams that deliver consistent sustainable results to drive revenue.

The company is headquartered in Reno, Nev., and has offices around the world. For more information call 877-552-1747.