The Heart of a Nxt-Gen ROI System – Sales Methodology Execution
Sales Methodologies. How many are there? Are they all the same, or how are they different? Most importantly, how do you make a methodology work for your organization???
Previously I spoke to the subject of Sales Methodologies and Sales Processes. They are not the same, but they are inseparable for the high-performance sales organization.
There are myriad Sales Methodologies, each espousing certain unique aspects along with tons of commonality. George Brontén wrote a piece entitled A Brief History of Modern Sales Methodologies for Sales Leaders, and includes a really good white paper to help determine which methodology is best for you and your organization.
All interesting stuff, but my topic is about the most important question…how do you make a methodology work for your organization?
The starting point for me is what all methodologies have in common…Customer Motivation and Seller Value. We’ve visualized that in the following chart:
Pick your methodology (and this applies to process as well, notice MEDDIC in the list), they all expect the seller to understand and relate to Customer Motivation and articulate Seller Value specific for each buyer as it relates to that motivation. If you want your methodology to work, you must have this covered. As Al Pacino says in Scent of a Woman, “it’s non-negotiable”.
But buyers say sellers don’t do this very well.
Fix this and you have a chance for your methodology to work. Don’t and you have no chance.
Ultimately, it’s a matter of acumen, ability to execute and the time it takes to execute. Nobody has 5-7 years to develop the acumen and unlimited resources to build the personalized Seller Value. That’s where Next-Gen ROI comes in. It’s the Cliff Notes path to methodology success.
If you want your Methodology to work, for your Sales Process to be successful, make sure you have a world-class capability to produce Business Value Assessments, and that BVAs are an integral part of your Methodology/Process. It’ll be the best ROI you’ll ever achieve.