Sales Methodology: One Team, One Process

Qualification framework: BANT, MEDDIC, or custom. How do reps qualify leads?

Discovery process: Key questions reps must ask. What information matters?

Proposal structure: How are solutions presented? What ROI models do we use?

Objection handling: Scripted responses to common objections. Consistency across team.

Playbooks by deal type: Different playbooks for land, expand, renewal. Clear paths for each.

Success metrics: Win rates, deal size, cycle time. How do we measure effectiveness?

Step 1: Review your best reps. What do they do differently? Extract patterns.

Step 2: Document the methodology. Write it down. Make it explicit.

Step 3: Train all reps. Create materials, videos, playbooks. One source of truth.

Step 4: Reinforce through CRM workflows. Automation ensures methodology is followed.

Step 5: Review and iterate. Does it work? What's not working? Improve quarterly.