Success With The Right Sales Methodology

SALES IS STILL THE MOST IMPORTANT ROLE IN EVERY BUSINESS

In today’s rapidly changing marketplace, it is simply impossible to improve our organization’s sales capabilities and win complex sales consistently and predictably without a consistent methodology.

In the recent years, a tremendous amount of change has happened to the buying and selling process.

Changes in sales cycles, along with hesitation in decision-making, have affected the length of time to close sales.

Creating and implementing sales processes that successfully scale and support new ways of working is critical.?

WHAT IS SALES METHODOLOGY?

A sales methodology is a set of rules for how we sell our products or services to customers.

Sales methodologies?connect the sales process to the customer’s path, by outlining what needs to be done in each phase of the process, specifically how and why to do it.

For example - sales methodologies impart sales call preparation, methods for identifying and engaging decision makers, techniques for opportunity analyses and account planning approaches.

They provide sales professionals with repeatable and scalable ways of working, that are proven to deliver the outcomes the business is seeking.

It is difficult to improve sales capabilities without a consistent methodology that delivers key benefits to the sales team.

In fact, sales methodology may be the difference between exceeding expectations and falling short in today’s marketplace.

Effective methodologies are the backbone of successful sales organizations.?

JUST METHODOLOGY, ON IT’S OWN, IS NOT ENOUGH

Well-honed sales methodologies are necessary for sales success, but not sufficient.

Sales professionals need to develop the right skills, and capabilities, to be able to follow the steps of the sales process and apply the sales methodology successfully.

Sales leaders need to commit to reinforcing the use of methodology; and technology tools help to drive consistent adoption.

Sales training that incorporates real-world practice – working with real prospects and customers, guided by coaching from sales managers, is the most effective approach.

Over time, sales professionals can develop a real fluency in the methodology so that they can adapt to different buying situations, business problems, and solution preferences and provide insight and perspective tailored to a buyer’s needs.

TRANSFORM, OR BE LEFT BEHIND

Making the investment in methodology to support the sales function offers real returns – not just bottom-line efficiency gains but top line improvements.

To reap the full benefits, organizations must put in place not only the right methodology, but the vision, training, coaching, technologies, and metrics to make it work.