Why You Need a Sales MethodologyĪ solid sales methodology an entire sales org can get behind can be central to optimizing efficiency within that organization and getting the most out of its sales process. Let them know the ultimate goals of these adjustments, make sure they're compelling enough to warrant the extra effort. Once you have your ideal methodology and process lined up, fully commit to them. After all, if you sell investment packages, you shouldn't be using the same process as a company selling mining equipment just because you leverage the same methodology. But you're best off making adjustments to fit your business's specific interests and process. In many cases, sales methodologies come with their own generic sales process attached to them. It can give you a solid basis for the mentality and strategies your reps bring to interactions with prospects.

That's why it serves you to be thoughtful and at least somewhat distinct when putting yours together.Īdopting a sales methodology - or fusing multiple methodologies - can be a big help when constructing a successful sales process. Your sales process can set you apart from your competition - it's a key component of your company's identity. Sales Processes in the Context of Sales Methodologies That said, many organizations leverage it to inform the full sales lifecycle. Some are tailored exclusively to suit portions of a sales lifecycle like discovery, qualification, or demos.įor example, the 'Challenger' methodology - a strategy rooted in teaching prospects, tailoring communication to suit those prospects individually, and taking control of conversations - is often applied specifically to the front-end of a sales process. In many cases, a business that adopts a certain methodology will only apply it to certain stages or phases of a sales process. No, they're typically developed by sales vendors or consultants, and they represent pointed but understandable approaches to driving broader sales effectiveness and developing individual reps' sales skills. And individual sales orgs aren't usually responsible for their creation and popular implementation.

Sales methodologies aren't as unique - they're publicly available, accessible, and often widely applicable. Ultimately, it's a series of steps made by a business for that business. A sales methodology is a broader philosophy or set of practices that can inform how a sales process is built and conducted.Īlmost every company has its own sales process - a progression shaped by factors like the nature of its industry, its target personas, its market position, and the structure of its sales organization. A sales process is a series of actionable steps - unique to an organization - that salespeople follow. The difference between a sales process and a sales methodology comes down to specificity.

Blue sheets sales process