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Milestone selling: Sales methodology


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You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term.
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Milestone selling: Sales methodology

  1. 1. 1 What is your sales methodology?
  2. 2. Process oriented sales culture 2 Has no sales process Each salesperson has his own methodology May be successful – but randomly and with big variations Has a formal sales process Believes/hopes it is being used – but doesn’t know No supervision at process level (result only) Has a sales process and controls its use Retrospective management focus Uses process focus to find and address errors Has a sales process and motivates salespeople to use it Monitors dynamically and constructively Adjusts process to changes in the market
  3. 3. 27% 27% 49% 21% 30% 27% 47% 53% 79% 60% 73% 55% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Clear target Qualify leads effectively Presents strong selling points Cross selling and up selling Sells value and avoids discount Introduces new products and solutions Level 1-3 Level 4 Benefits of level 4 sales process 3 CSO Insights 2008
  4. 4. How do you sell? What is your methodology? We asked more than 300 sales organizations 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% 1 2 3 4 4 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.
  5. 5. 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.
  6. 6. Foryderligereinformation FREE E-book at: