If you are in B2B sales, you are probably following a sales framework like BANT, MEDDIC, Sandler, or Gap Selling. Maybe you follow it to the ‘t’ or more likely, you take a few pieces from here and there.
Seems like it’s working, right? Do you know for sure?
Here’s how you know to tell what impact your sales framework has on revenue.
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Adoption fails when there isn’t accountability. If it’s the sales rep’s job to update CRM, it’s a manager’s job to read what’s in CRM.
Everything has to be in the system. No updates in an external spreadsheet or email. There must be a single source of the truth.
When it’s in the CRM, manager’s need to review it. Assess it. Try assigning a grade to each MEDDIC field that lets the rep know if they hit the mark or still have work to do. Now updating these fields isn’t an arbitrary exercise, there’s real feedback.
With more accountability across reps and Managers, CRM updates are more meaningful. No longer just a “check-the-box” exercise.
Now you have everyone doing the work. There’s adoption. There’s accountability. So what’s the impact?
In the short-term, the grades roll up to create an opportunity score that highlights deals that are at risk. So it’s clear what reps need help and how managers should be spending their time.
In the medium-term, look at how these scores impact win rates, sales cycle durations, average sales price. The goal is to tie MEDDIC, or whatever framework you are following, to outcomes. Teams buy into processes that produce results.
Then iterate. You’ll be able to see what criteria are having the biggest impact on a deal. Prioritize that. Train teams on how to better uncover that information earlier in the sales cycle. Turn MEDDIC into a flywheel for success and learning.
Want to learn more?
If you would like to learn more about turning your BANT, MEDDIC, Gap Selling, or Sandler fields into a flywheel for success, we’d be happy to have a call. You don’t need to reinvent the wheel. Our flexible modules can be configured in 1-hour so you can hit the ground running.
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