Choosing and Implementing Sales Methodologies

Many organizations adopt sales methodologies based solely on their sales leader's past experiences, without considering team culture or selling context. I've worked at companies where each new CRO paid $100K+ to train their sales teams on their pet methodology, believing this will turn the tide of sinking revenue. This sort of waste is completely unnecessary and damaging to productivity and morale.

Questions You Must Ask

Before you go down the path, ask yourself these questions:

• What challenges are you addressing?
• Does the methodology specifically address these challenges?
• Does the methodology pile on needless paperwork?
• Does it turn your rep into a human or a robot?
• How much of a pivot is this for your team?
• Are there aspects of other methodologies that the team needs to learn?

Options For Moving Forward

In a number of companies, I have recommended and implemented hybrid approaches, or layered concepts of new methodologies on top of existing methodologies.

For example, Sandler excels at helping reps have more meaningful conversations but does not say much about complex B2B sales. MEDDIC and its variants can easily become a tedious checklist when done the wrong way, but when done right it can improve execution discipline and forecast accuracy, especially with complex B2B sales.

If these questions are on your mind, let's find time to speak.