Sales Methodologies: Implementation Best Practices

January 1st, 2018

Summary

Getting a sales force to adopt and consistently use a standard methodology for managing opportunities is a constant challenge. First-line sales managers should be held accountable for the implementation of the sales methodology by their teams. A methodology must be integrated into an organization’s sales force automation platform.

When implementing a sales methodology, B2B sales organizations should consider that too often, the focus is on finding and fine-tuning the perfect methodology at the expense of how that methodology needs to be deployed, executed, and supported. Like most things of value, getting reps to follow a methodology requires hard work and effort. In this report, we outline the three key elements required for successfully implementing a sales methodology.

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