Milestone selling: Sales methodology

milestoneselling.com 1

What is your sales methodology?

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Process oriented sales culture

Level 4:Dynamic process

Level 3:Control and errors

Level 2:Hope and intention

Level 1:Anarchy and luck

Has no sales processEach salesperson has his own methodologyMay be successful – but randomly and with big variations

Has a formal sales processBelieves/hopes it is being used – but doesn’t knowNo supervision at process level (result only)

Has a sales process and controls its useRetrospective management focusUses process focus to find and address errors

Has a sales process and motivates salespeople to use itMonitors dynamically and constructivelyAdjusts process to changes in the market

milestoneselling.com 3

Clear targ

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Cross

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Sells

value and avo

ids disc

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Introduce

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lutions0%

10%20%30%40%50%60%70%80%90%

100%

27% 27%

49%

21%30% 27%

47%53%

79%

60%73%

55%

Level 1-3 Level 4

Benefits of level 4 sales process

CSO Insights 2008

milestoneselling.com 4

How do you sell? What is your methodology?We asked more than 300 sales organizations

1 2 3 40%5%

10%15%20%25%30%35%40%45%50%

45%

11% 12%

32%

Dynamic process: We have identified an effective sales methodology and are improving it continuously. The methodology is clearly defined, written in detail and implemented in our organisation.

Control and errors: We have a methodology that the salespeople must follow. It has been communicated to the sales organization but it’s not yet a natural part of our sales culture.

Hope and intention: We do have a sales process, but only few use it in practice.

Anarchy and luck: : It’s up the the individual salesperson to find an effective sales method. We offer sales training but don’t have our own defined sales method.

Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.

milestoneselling.com

6%

29%

41%

24%

How is the sales methodology working for you?

Perfect. It is of great value to us.

It is good. It is working for us.

It could be better.

It needs improvement.

Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.

milestoneselling.com

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