Publications
Publications
- Top Sales Magazine
Sales Methodologies and Selling
By: Frank V. Cespedes
Abstract
Sales methodologies play an important role. A common approach in a sales force allows for consistency, dissemination of best practices, acceleration of learning, and it helps the firm to scale because management then has common metrics to monitor and evaluate. However, it’s rare that the same methodology is relevant across the buying situations encountered by salespeople in a market. This article discusses and provides examples of variables relevant to analyzing sales tasks and evaluating the relevance of a selling methodology: differences within an industry, within a category, and when target buyers change.
Keywords
Citation
Cespedes, Frank V. "Sales Methodologies and Selling." Top Sales Magazine (November 2019), 26–27.