Dec 8, 2022

5 Tips for Enforcing Your Sales Methodology

Mark Fershteyn
CEO & Co-founder

A sales methodology is a system that provides your sales reps with a repeatable process to follow for all of their deals. It helps them become more efficient and effective in their sales efforts by providing a framework within which they can operate.

But, like any system, it's only effective if enforced and properly adopted. And by now, as we covered in the 'Top Reasons Your Sales Methodology Isn't Being Adopted,' we know how challenging it can be to make a sales methodology stick.

So, how do you enforce a new sales methodology in a day and age where sales reps are often too busy and disincentivized to follow it?

Ensure It's Providing Value for Your Sales Reps

Your sales methodology should provide value to your reps, not just a burden they need to bear. Make sure that the system is an improvement on their previous process. There should be a clear outline of the added value and insights that your methodology provides to reps for them to see.

Sales rep enablement is critical to employee retention, so you should constantly ask yourself how your methodology can help reps in their job. Early on, if they can see or experience the value of your system, it will be much easier to get them to adopt and stick with it.

Because today's buyers prefer customer-centric solutions and messaging, your reps should be easily able to share their sales methodology with clients as a way of demonstrating their expertise. Engaging with customers and getting their feedback can help you and your sales team understand how to best tailor your approach to their needs.

By outlining its value, the insights and efficiencies it provides, and proving it true with customers, you'll help ensure your reps are more motivated to use the system.

Align It with Your Sales Process and Stages

Any B2B sales process requires detailed mapping and tracking, especially in a fast-moving market.

If you've already established stages for your sales process, use them to help create the framework for your system. With a pre-defined sales strategy mapped out, you can identify the critical information your reps need to obtain at each stage.

What do you need to know about the customer's current situation, stakeholders, pain points, goals, competitive landscape, and what to expect from the negotiation process?

Knowing what information you need at each stage of a sale will help your reps focus on the most important data points and avoid wasting time collecting redundant or irrelevant information. Using techniques like MEDDICC, you can help instantly define your approach and determine the required information at each stage.

Building your methodology around your sales process will help you create a system that is easier to understand, use, and adopt. It will give you the foundation to establish a system that any rep that's onboarded can use.

Make it easy to adopt

Today's sales reps require more than a manual, slides deck, or document - they need a system tightly integrated into their workflow.

The level of adoption and interest in your system will depend on how easy it is to understand and use. With this in mind, you should integrate your methodology into existing tools that sales reps already use.

For example, if you're using Salesforce, you can create custom fields tailored to the specifics of each deal. If you need reps to collect additional information or fill out a particular field with the correct data, you should make sure it's integrated into their workflow.

The key is eliminating any additional steps that might hinder adoption by ensuring your sales methodology system is easy to access, understand, and use.

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Make it repeatable

Repeatability is key to successful sales. When reps take the same approach for each deal, knowing what they need to do at every stage makes the sales process less stressful and more efficient.

To create a repeatable framework for your reps, consider having them fill out your sales methodology information as part of every deal review. This way, they'll be reminded regularly of their responsibilities and the system's importance in helping them close deals.

Giving your sales team a system where they can quickly refer back to the information they need and review their progress can help them stay organized and avoid mistakes or misunderstandings.

Quantify it based on completion

The end goal of any sales methodology system is to generate more revenue for your business, so you should be able to measure its success rate easily. 

As deals progress, you should be able to identify where they are in the sales process, what's complete, and what needs to take place.

By quantifying the success of each deal based on completion rate, you can track how successful your system is by seeing which deals close (or don't) and which stage they are stuck in. This will help you identify and address any issues preventing your reps from closing deals while supporting your sales pipeline forecasting.

Ultimately, understanding its effectiveness will give you the information to make necessary changes and improve the system for better success in the future.

To Recap

Optimizing your sales methodology and having it adopted is essential for the success of any B2B sales organization. To ensure that your reps are getting the most out of it, follow these 5 tips:

  1. Ensure it's providing value for your sales reps
  2. Align it with your sales process and stages
  3. Make it easy to adopt
  4. Make it repeatable
  5. Quantify it based on completion

By following these steps, you can ensure that your sales methodology provides the most value for your team and drives more revenue for your business.

To support the adoption of your new strategy, consider investing in a sales enablement platform like Recapped to help manage and track progress.

Give your reps a platform to monitor their progress and performance, engage with customers, and access all documentation, such as your sales methodology, in one place. Get started with building efficiency and scalable processes today, and schedule a demo with recapped:

Example of our Mutual Action Plan template enforcing qualification. Request a free trial today to dive deeper!