article | March 4, 2012
Why is a Sales Methodology Not Enough?
One of our clients made a considerable investment in a Methodology, only to discover that it was not effective because there was no Process to support it. To avoid making a similar expensive mistake, here is a quick overview of the basics and some tips for taking action.
What is a Sales Process?
A Sales Process is a flow and it is ‘brand-free.’ It includes the following 10 elements:
What is a Sales Methodology?
A Sales Methodology is the ‘how’ of selling as a skill set.
Why should you care about the Difference?
A sales methodology requires the framework of a process. Without it, even the best tools and techniques will not matter for much. Unlike ‘out-of-the-box’ methodology training, it takes time to design a sales process that is mapped to the buying process. And the effectiveness is dramatically improved if it is embedded into a CRM system. This, of course can take time for IT to implement. It takes longer to see the benefits of a sales process than a methodology training program. However, the impact of a sales process is greater and, more importantly, a process can be improved over time.
If you have any comments about your experiences with Process and Methodology that work well together, please comment below. Implemented properly, a strong sales process produces a clear competitive advantage.
For more ideas on how to elevate your sales process and your organization to world-class performance, click on the link below.