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A SALES METHODOLOGY

Written by: Linda Richardson

Article Overview: Do you have a sales methodology that your team follows? What is a sales methodology? In Linda Richardson's new article, A Sales Methodolgy, Linda will review the importance of a an effective sales process and methodolgy.

A SALES METHODOLOGY

Do you have a sales methodology that your team follows? Let's step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above?

A sales methodology is the system a sales organization follows to win business. In one sense (not the best sense), every sales organization and/or salesperson has a sales methodology, whether it is the remnants of one that had once been put in place, the norm people follow, or what a particular salesperson has figured out for him or herself.

An effective sales methodology is one that a sales organization has thought out clearly and provides it to its sales force. The differences between a sales methodology that just exists because a company or most salespeople pretty much operate that way and a highly effective sales methodology boils down to six critical success factors.

• Documentation: Map out clear steps as a guide for salespeople to follow/repeat.
• Best Practices: Embed it with what your top performers consistently do.
• Training: Prepare your sales force to ensure they have the knowledge and skills needed to carry out the steps.
• Tools: Give salespeople and sales managers tools, such as easy to use CRMs, planners, access to research ... to make them more productive.
• Execution: Follow it and coach to it.
• Assessment: Ongoing feedback, tweaking, and refinement.

The goal of having a sales methodology is to win more deals and to win them more quickly.

The initial question was do you have a sales methodology. The second question is if not, should you have one?

Take the time to map out the steps it takes to identify and convert a lead into a customer. Make it a collaborative process your with marketing team and your top performers. It is more than worth the effort. Ten percent of your reps will do fine without a clear sales methodology. But 80% will do better with one.

Learn more about Richardson's sales training solutions by visiting http://www.richardson.com

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Article Tags: Linda Richardson, Richardson Company, Sales Training



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