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Assessing Successful Selling Motions And Sales Methodology: Sales Rep Interview Guide

July 27th, 2020
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

Sales methodology defines how sellers execute a sales process and requires a deep understanding of the selling motion — what a rep does in response to the journey of a specific buyer persona. To identify winning sales behaviors, B2B organizations must take the time to learn about the most effective selling motions and draw insight from how high performers execute differently from their lower-performing peers. This guide provides specific tips, tactics, and questions for conducting interviews with reps to identify how the best sellers execute specific selling motions and provide insight into repeatable selling behaviors that drive consistent revenue.

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