The Sales Methodology Development Process

July 10th, 2020

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

A sales methodology guides sales reps to sell in a consistent way that’s likely to lead to success for the rep, the rep’s organization, and the buyer. It defines how to best execute activities and interactions in each phase of the selling process by identifying behaviors with the highest likelihood of promoting success in a specific selling motion and then refining them so that they can scale. Sustaining a winning, repeatable sales methodology is a top priority for B2B sales leaders and enablement teams. In this report, we define sales methodology, discuss its benefits, and provide a structured approach to translating high-performing behaviors into well-tailored, adoptable sales methodologies.

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