Tips on Reinforcing Your Methodology

Edward Cannon is many things here at JLL – Sales Effectiveness Lead, Comic Relief, Creativity Captain, and MEDDPICC Owner.

We’ve chosen MEDDPICC here at JLLT for it’s application across all roles of revenue – we felt that a BDR, an AE, and a Solutions Engineer could all snap to this framework easily while complimenting their current workflows, and we loved the focus it brought to qualification.??

Ed was tasked with the implementation, roll out, and reinforcement of MEDDPICC and as any sales or enablement leader will tell you – methodologies only work when you push them, ?? all. ?? the.?? time.????

In addition to his change-management communication plan prior to launch, here’s a few categories of must have reinforcement as part of our "Closed Loop Enablement.” AKA for every launch, make sure you reinforce and have a systematic way to sustain. ?

GAINING MANAGER BUY IN:?

• Early on, Ed hosted a manager training workshop where leaders got small group coaching and development on what MEDDPICC is, and their role in the launch as both a front line coach, and programmatic stakeholder.
• Expectations were set and agreed to around data hygiene, as well as reporting structure and cadence. He also automated anything that could be automated by partnering with our cross-functional teammates in RevOps.
• Nothin' sells the dream quite like closed-won revenue, so Ed tracked wins with Anna Los and created case studies and success stories any time that a rep used MEDDPICC or methodology assets to close their deal -- specifically highlighting how they were able to identify metrics, attach to pain and the implications of that pain, connect the dots to a product, and brought home that $$$. These were shared via email and in our recurring live Tuesday trainings for the revenue team called "Power Hours."

COMMUNICATION POST LAUNCH?

• Ed worked with the entire Sales Effectiveness team to communicate the importance of this process our cross functional partners like marketing, product, etc. The idea being that whenever we build a campaign, we knew what reps will be tasked with finding and can supply them questions and talking points related to MEDDPICC?

CONSISTENCY:?

• If you've seen Ted Lasso, you know Dani Rojas' rallying cry "Futbol is life!!" We take that same approach to MEDDPICC. MEDDPICC is everything, and everything should map back to MEDDPICC.

• We make sure to include MEDDPICC topics at least once a month in our weekly Power Hours. Doesn't matter if the training is covering Process from Jillian Neustel and Amanda Lavecchia , soft skill from Brandt Thomas , Erin Lewis and Chloe Chiu or general industry awareness from Zina Zhang -- you can bet your bottom dollar that somehow, we tied it back to Methodology.
• Ed also ensured that larger enablement projects (like annual product certifications) make MEDDPICC a close 2nd focal point --- “you’ll learn this product AND be able to map your discovery back to MEDDPICC.”? MEDDPICC is life! ??
• We made sure that all teams in Commercial Revenue were using this. That means every region, every role, every manager has to be on the same page. Without org-wide consistency, we knew we were doomed for failure.?

REP WORKFLOWS:

These should be practical, measurable, and simple.

• What gets talked about gets remembered, so Ed and team picked a few key workflows where MEDDPICC would be a non-negotiable component. BDRs use a MEDDIPCC qualification rubric when they book meetings. AEs use a MEDDPICC scorecard when they review their deals. The process is simple, it's easy to follow, and we can objectively track compliance and quality.
• Ed worked with RevOps to include MEDDPICC into our CRM?by creating a custom MEDDPICC scorecard in Salesforce. This rubric is meant to be used on every new deal an AE is working, and the data points can be pulled into a scalable report so we can track not only compliance, but scores across deals and regions. This provides data that can then be shared back to managers’ as part of their deal inspection framework?
• Above all, what you’re asking reps to do has to be practical, and compliment what they’re already doing...separate workflows, platforms and click-fatigue are a sure way to tank your process.??

• In partnership with our crazy talented Graphic Design teammates Blake Lane and Prathamesh Daptare , we also created easy to use resources for our sales team like this MEDDPICC Discovery Call Map included below. Super easy icon to include on trainings to keep the process top of mind.

EMPOWER YOUR LARGER ENABLEMENT TEAM:?

• Empowering every member of the Sales Effectiveness team (there are 10 of us by the way) with Train the Trainer resources was vital. It ensured that we all could drive this initiative and help front line leaders sustain the launch with their teams. MEDDPICC IS LIFE! ??

Takeaways:?

With any successful change management, ensure that the change is practical, measurable and simple.

Your process and the why behind it should be easy for reps to follow. They should also be able to know and track how they will be measured.