The Miller Heiman Sales Performance Index rose to 107.3 as senior sales managers in the United States reported less discounting pressure, increasing deal sizes and a higher percentage of salespeople reaching their quotas.
The sales performance index was set at a baseline of 100 in the third quarter of 2004.
It's based on information provided by 250 sales leaders to Reno-based Miller Heiman, a salestraining company.
Only 51.7 percent of the respondents in the most recent survey reported that they needed to discount 10 percent or more to win business.
Three months earlier, 75.2 percent reported they needed the discounts to close business.
