Best Practice Report

Drive Sales Results By Closing The Sales Stage Execution Gap

May 2nd, 2023
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
With contributors:
Mike Pregler , Christian Jibilian

Summary

When companies adopt sales methodologies, they produce five areas of value. After we evaluated pipelines across a range of companies, however, the results show that they adopt few methodologies. This lack of adoption prevents companies from realizing their planned value. To solve this, sales teams need to move away from stage compliance efforts and focus on helping sellers unlock the value of their methodology. This report describes the five areas of value that an effective sales methodology generates, shows why companies are not achieving this value, and explains how to reverse this and unlock value by enabling the seller at each stage.

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