A sales methodology is a guide that drives your sales process. It’s an overarching framework or system of beliefs about how and why customers buy. The sales process you implement is the practical application of whichever methodology you’ve adopted.
Sales methodology and process work best when developed and implemented together. Salespeople who understand the underlying philosophy behind your methodology can adapt more easily when facing unique selling situations. They’re not just following steps but operating from principles that help them have more productive interactions with prospects and customers.
This explains why organizations sometimes struggle when implementing a new sales methodology. They might focus too much on the steps without fully understanding the approach that makes the methodology effective.
This post dives into the key sales methodology questions sales leaders ask when evaluating or implementing a new approach.
11 Sales Methodology Evaluation Questions
1. How does this sales methodology align with our specific sales cycle and buyer journey?
The best methodology for your organization complements your existing sales cycle rather than forcing a completely new approach. Analyze how your customers naturally buy, and ensure the methodology enhances these patterns.
A misaligned methodology will create friction—both for your team and your customers. Look for a methodology that can be customized to your industry’s unique buying processes while maintaining its core principles.
2. What measurable impact will this sales methodology have on our revenue, win rates, and average deal size?
Before implementation, establish clear baseline metrics for your current performance. The right methodology should demonstrate concrete improvement in multiple areas—not just revenue.
Understand the timeline for expected results, as some methodologies deliver quick wins while others build long-term value. The most effective methodologies typically impact multiple metrics simultaneously rather than just one dimension of performance.
3. How easily can our team adopt this sales methodology, and what training resources are required?
Evaluate the learning curve against your team’s experience level and capacity for change. The most sophisticated methodology is worthless if your team abandons it after a month. Consider ongoing reinforcement mechanisms beyond initial sales training—role-playing exercises, coaching frameworks, and certification programs.
Budget for both the initial implementation and continuous reinforcement. Some methodologies may require hiring specialized training facilitators or dedicating internal resources.
4. How does this sales methodology help us differentiate from competitors in customer conversations?
Sales leaders should know exactly how their chosen methodology helps sellers articulate differentiation in a way that resonates with buyers. The best methodologies give sellers frameworks for discovery that uncover needs competitors might miss. They should provide practical language and questioning techniques—not just theoretical concepts—that help position your solution’s unique strengths.
5. Can this sales methodology scale as our organization grows?
Consider how the methodology will function as you add more salespeople, enter new markets, acquire new companies, or expand product offerings. Look for methodologies with proven track records in organizations larger than yours.
Understand the governance model—who will own, update, and evolve the methodology over time. The best methodologies have clear paths for onboarding new hires and incorporating feedback from the field.
IMPACT Selling®—as a process and methodology—establishes a common language, which helps companies create consistency in their sales approach as they scale and grow
6. How will this approach integrate with our existing CRM and sales tools?
Sales leaders should map exactly how each stage of the methodology will be reflected in your sales technology stack. Determine what customizations might be needed in your CRM to track methodology adoption and outcomes. Consider how the methodology will appear in your reporting and forecasting processes. The best methodologies enhance your tech investments rather than requiring costly new tools.
7. What specific metrics should we track to measure successful implementation?
Beyond the obvious revenue metrics, identify leading indicators that signal effective adoption—changes in discovery call quality, proposal creation time, or sales cycle length. Establish both implementation metrics (training completion, certification rates) and outcome metrics (win rates, forecast accuracy). Determine how you’ll isolate the methodology’s impact from other variables affecting performance.
8. How does this sales methodology address different buyer personas or market segments?
The best methodologies provide clear guidance on when and how to modify approaches for different buyer journeys and scenarios. Understand how flexible the methodology is across different customer types and deal sizes.
Some methodologies work brilliantly for enterprise sales but fail in SMB contexts. Know how adaptable questioning frameworks and engagement models are for different decision-maker levels.
9. What role does management play in reinforcing this sales methodology?
Sales management teams that model the methodology in their own behavior contribute to its success. Understand the specific coaching behaviors required from frontline managers—observation guides, feedback models, and meeting cadences.
Determine how you’ll measure sales manager effectiveness in reinforcing the methodology. Know what organizational changes might be needed in compensation, territory design, or role definitions to fully support the methodology.
10. How adaptable is this sales methodology to changing market conditions?
The most resilient methodologies have core principles that remain viable even as specific tactics evolve. Consider if and how the methodology has changed in response to previous market shifts—for example, how well the methodology handles virtual selling environments versus in-person engagement.
11. How easy is it to learn and apply this sales methodology in real-world sales situations?
Sales leaders should assess the methodology’s practical simplicity versus its theoretical elegance. The most effective methodologies provide clear, repeatable frameworks that sellers can apply immediately after training.
Evaluate whether the methodology uses intuitive language and concepts that will resonate with your team’s existing knowledge. Consider the cognitive load required—how many new steps, questions, or processes must sellers memorize?
Look for methodologies that offer simple tools (like pocket cards, mobile apps, or quick-reference guides) that sellers can use during customer conversations. The best methodologies feel natural in actual sales conversations rather than scripted or forced.
See how The Brooks Group’s IMPACT Selling® can help you implement a straightforward sales methodology and process to improve team performance.
