METHODOLOGY In contrast, the sales


organizations that adopt one well-embedded framework have five distinct advantages:


SCALABILITY Having a clear framework of sales best practices enables the organization to capture what its top performers are doing well and make it accessible to everyone. For example, in the ValueSelling


Framework®, we have a simple conversational tool known as the eValuePrompter®


that


integrates with your CRM and helps salespeople craft questions that create differentiation and drive value-based conversations. These questions are captured in a sales playbook – by persona and by market verticals – then made available in the CRM for all to use as a guide for upgrading their sales conversations.


MORE ACCURATE SALES FORECASTING


Having one sales methodology provides accuracy in performance measurement to support the vital training and coaching initiatives that enable leaders to recruit and develop. A common approach and language also improves sales forecasting and pipeline accuracy – but the manner in which sales leadership performs their forecasting activities must reflect the language of the methodology. Once a risk analysis has been completed (in ValueSelling we use the Opportunity Assessment Tool), there should be clear guidance on how to address the weakest components of the opportunity. In the ValueSelling


Framework, we then leverage the ValuePrompter, a conversational tool to guide the discussion to first clarify, then strengthen, the “weakest link.” For example, a recent


ValueSelling client followed up the methodology rollout with a comprehensive review of all forecasted opportunities. A 30-minute cadence conducted by the managers (with a ValueSelling coach supporting) examined each element of the opportunity against the Qualified Prospect Formula®. Although, initially, the total weighted pipeline was reduced, the forecast accuracy and reliability of the revised pipeline have improved significantly. Most importantly, salespeople are now focused on winnable opportunities.


STREAMLINED SALES ENABLEMENT


Having one set of tools and processes to manage enables sales enablement to avoid distractions and improve efficiency. As sales enablement teams


know all too well, winning the “hearts and minds” of front- line sales leadership is key – and having a single methodology that can be used to coach and drive team performance is critical to success. After each training event, it’s vital to set up 30-, 60-, and 90-day interventions where you review crucial concepts, live opportunities, and best practices, as well as create coaching moments.


IMPROVED ONBOARDING, COACHING, AND SUPPORT


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If there is a “silver bullet” in the effective implementation of a global methodology, it lies in the support of frontline sales leadership. World-class sales methodologies offer thorough skills assessment before and after the training intervention. This is the platform that future coaching conversations are built on. A similar approach can be used with new hires to dramatically decrease their ramp-up time to sales productivity.


ENHANCED CUSTOMER EXPERIENCE


A universal sales methodology will provide a laser-like focus on the customers’ needs and how they can achieve results. When all customer-facing teams are armed with a common language and framework, internal communication improves – allowing you to avoid wasting time and valuable resources. Plus, when there is a single process across all sales motions (inside sales, account executives, value engineers, customer success, etc.) you create a much better CX as everyone in the sales organization creates a consistent, value-driven experience for the customer.


Changing human behavior is


one of the most difficult things to do. To improve your probability of success, I strongly advise you to choose a single framework that is the foundation for all of your sales motions. Then coach and integrate this single methodology into your sales DNA. Only then will you realize the accelerated sales results that only a truly aligned revenue engine can produce. 


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