Sales Methodology

A sales methodology provides an overarching repeatable framework that outlines the end-to-end process of how sales teams should approach prospecting, generating leads, qualifying opportunities, managing the sales cycle, and consistently closing business.

Documented sales methodologies aim to codify best practices, sequence key activities, incorporate win themes, and define sales tools to promote disciplined execution and continuous skills development. Adoption involves extensive training to translate theory into action.

When thoughtfully designed and adopted, sales methodologies provide helpful structure and discipline enabling success across fluctuating situations. However, methodologies require ongoing re-evaluation, flexibility, and skills reinforcement to avoid becoming constraining or outdated. Mastering dynamic methodologies tailored to company strengths and markets drives growth.

Popular methodologies include:

- MEDDICC

- Sandler

- SPIN

- Challenger

- SPICED