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1. milestoneselling.com 1
What is your sales
methodology?

2. milestoneselling.com
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. milestoneselling.com
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. milestoneselling.com
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. 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.

6. milestoneselling.com
Foryderligereinformation
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