Creating a reliable sales process for your team is vital for any company that wants to continue to convert high-qualified leads into customers. While most experienced sales team members are comfortable with nurturing leads through various stages of the sales cycle, it can be difficult to train new sales hires without losing valuable time. This is why it’s important for companies to utilize various methodologies to make training easy and consistent. To do this, you need to find a methodology that works, in order to create a repeatable sales process that any newcomer can learn.
What is a Sales Methodology?
Unlike a sales process which is a series of steps a sales team will follow in order to guide a lead through to closing, the sales methodology focuses on the techniques used behind each of these steps, as well as the entire process as a whole. Ultimately, it’s the approach that your sales team takes to their work. After choosing a methodology that’s ideal for your team, training new sales employees will become much more efficient long term.
You can think of sales methodology as a playbook for a sports team. When the team acquires a new player, they can study the playbook and get on the field in no time. This is no different in the sales world. Successful companies will have a streamlined process to introduce the methodologies to new team members. This way, they won’t miss an opportunity while they are in training.
What Methodologies Should We Use?
Most companies like the idea of using proven sales methodologies, but perhaps they don’t know where to start. Like a sports team playbook, there are some tactics that are well-known across the league. Others are just between you and your team. Overtime, you may come to find a single methodology or a number of methodologies that are best for creating a repeatable sales process. But, if you want to experiment with a few common approaches, you can practice with these:
- MEDDIC: The MEDDIC sales methodology stands for Metrics/Economic Buyer/Decision Criteria/Decision Process/Identity Pain/Champion. This is a B2B method that originated in the 90s and focuses on using data to weigh the costs and benefits.
- SPIN: The SPIN sales methodology stands for Situation/Problem/Implication/Need-Payoff. This is a methodology businesses around the world use. It focuses on asking prospects questions that will make them realize they need a solution (which is you).
- N.E.A.T: The N.E.A.T sales methodology stands for Need/Economica/Access to Authority/Timeline. N.E.A.T identifies the needs of buyers by utilizing alterior influences and pushing to close a deal within a set timeline.
- SNAP: The SNAP sales methodology stands for Simple/Invaluable/Aligned/Priority. Like it sounds, SNAP is used to help sales teams make sales fast. SNAP focuses on making sales quickly by finding the right potential buyers who make rapid connections when they are otherwise very busy.
These are just a handful of some of the methodologies your sales team can use to create a reliable and repeatable sales process.
How to Implement a Repeatable Sales Process
If you want to implement a repeatable sales process, the best way to go about this is by trying out several different methods. Then, you can look at the data collected by Mission Suite to help understand which methodology is effective. Mission Suite can also help you to design workflows that line up with the methodology you ultimately choose. Do your research and explore what other sales methods are out there to find what works for you. And, there are no rules. You can pull different ideas from various methods to create your company’s “secret sauce.”
Want to learn more about how Mission Suite can help you create a repeatable sales process based on proven methodologies? Request a demo today!