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The Difference Between a Sales Process and a Sales Methodology – Episode 21
- 2021/12/03
- 再生時間： 13 分
- ポッドキャスト
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サマリー
あらすじ・解説
In this episode, we are going to talk about the sales process and the sales methodology. We will discuss the difference between the two and how they are utilized in the corporate setting. The PROCESS is just a series of defined progressive steps that are outlined. The way most companies deal with that is in their CRM system. They’ll define steps in that CRM system to track the status of opportunities that they’re working on. The METHODOLOGY is how you are executing those steps in the Process. A combination of the PROCESS and METHODOLOGY creates a powerful thing for a company or an individual salesperson. A PROCESS without a METHODOLOGY is marginally valuable, but it will not provide much profit. People look at the Sales Process and Methodology as interchangeable. The Process aspect is the “what to do” or the steps to follow. The Methodology aspect is the “how to do.” But people use both terms, but they don’t understand what it means. When they are looking at instructions, they think they’re talking about Steps and Methodology. But in many cases, they’re thinking about just Process. They’re not thinking about actually executing the Process, which is the Methodology. Salespeople talk about the Sales Process but never think about the Methodology aspect. The common complaint about this issue is the salespeople and their manager. Managers would tell the salespeople what to do, but they never really tell them how. This is one of the reasons why most companies fail. When they try to implement various processes, they never really teach their employee how to execute the Process. The Process always comes first for a business because different steps in a process require other skills. Only when the Process is documented and identified can a business figure out the necessary skills and behaviors to effectively execute the steps in the Process. Like the Architect and a General Contractor, the Process is the architect who can outline the blueprint for a building. The Methodology is the general contractor who uses that blueprint and executes the plan. So in the Process and Methodology aspect, there’s generally not one person that can do both things. One person focuses on the Process of putting the plans together to make them structurally sound. And then there’s the person who focuses on taking the plans and executing them with skills and knowledge. While either the Process or the Methodology will individually provide some incremental benefit, the most impact comes from the powerful combination of the two. When you have a progressive, well-defined process and your organization’s skills and behaviors, you will effectively and efficiently execute. What to Listen for: The Difference between the Sales Process and the Sales Methodology [1:47] Why people think of Process and Methodology as Separate Entities [3:34] Which comes first- The Sales Process or the Sales Methodology? [8:10] Key Takeaway about the Sales Process and Sales Methodology [11:02] Subscribe for weekly podcast episodes & listen wherever you get your podcasts! Quotes: “A process without a methodology is marginally valuable. But it will not provide a lot of bang for the buck.” – Frank [3:23 – 3:34] “What you need to do dictates how you need to do it.” – Frank [12:14 – 12:17] RESOURCES MENTIONED: Free Trial of our CustomerCentric Online Course CHECK OUT THE CCS ONLINE COURSE