The Sales Methodology Every Sales Manager Should Adopt

September 29, 2016
The Sales Methodology Every Sales Manager Should Adopt

As a sales manager, which sales methodology should you adopt (if any)?

To start, there are a lot of sales methodologies out there. There’s The Challenger Sale, Meddic, Target Account Selling, Spin Selling, Solution Selling, and even our very own DEAL (plus a bunch more).

With all of these methodologies, it can be confusing. Your team can’t handle adopting every sales technique out there. But as their manager, it’s your job to coach them to sales success.

So, what do you do?

Choosing the Right Sales Methodology

Our CEO, Charles Bernard, spoke recently to a group of CEOs and Sales Managers on Building a Winning Sales Team.

During the seminar, he addressed adopting a sales methodology.

Sales Methodology Takeaway

“Let me give you a metaphor:

Is it better for clients and customers of yours to be told how great you and your sales team and your organization is—or is it better for them to discover how great you are?

So, what we would recommend—whatever sales methodology you use—and there’s a bunch out there—Sandler, there’s Solution Selling, Challenger, Miller Heiman.

All of them, [fusion_builder_container hundred_percent=”yes” overflow=”visible”][fusion_builder_row][fusion_builder_column type=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none”][…] no matter what sales method you’re using, even if you don’t use any sales method. What’s critical is whenever you’re in front of a prospective client or a client or a customer or whatever you call them—it’s really important that you plant seeds versus rush and tell people how great you are, etcetera etcetera.

So this whole notion of planting seeds underpins everything that we do.

So it’s a discovery model, that’s what I want you to consider in your organization.

A discovery model is:

How do you create a sales process? How do you actually speak with people? How do you go to market? How do you put things on your website? How do you use Inbound marketing? How do you use any type of marketing where the fundamental philosophy is it’s a discovery?”

The Discovery Sales Methodology

So, what’s THE sales methodology you should adopt as a sales manager?

Well, here's the answer…

You can use ANY sales methodology that you want. All we ask is that before you implement that methodology, consider adopting a discovery mentality.

That is: focus on creating a sales team that encourages prospects to discover the value of your company above all.

When it comes down to it—in order for any sales methodology to actually work, it’s important for all parties involved to be open.

Are you open to discovering adopting something new? I’d love to hear your thoughts in the comments below!

Discovering High Performance with DEAL


  • Barry Hall - Reply

    Great post Rebecca thanks for sharing it with us. – Barry

    • Rebecca Smith - Reply

      Thank you so much for reading, Barry!!! Have a great day!


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