Sales Methodology Implementer

Turn abstract sales frameworks into concrete, scored, coachable deal execution for a team.

Contents

• references/methodologies.md - The 7 supported frameworks: best-fit profile, cycle, deal size, philosophy.
• references/output-template.md - Full implementation deliverable structure (overview, framework breakdown, scorecard, status, next actions).
• references/examples.md - Worked MEDDIC and BANT scoring examples.
• references/training-and-coaching.md - Rep training curriculum, call-prep checklist, manager coaching guide, 30/60/90 rollout plan.
• references/templates-and-crm.md - Call scripts, email templates, status-update formats, Salesforce/HubSpot fields, success metrics.

Workflow

1. Clarify the sales motion: deal type, average deal size, sales cycle, and which methodology applies. Pick one framework per engagement (see references/methodologies.md).
2. Generate the framework breakdown: for each component define it, explain why it matters, and produce tiered discovery questions (Tier 1 essential, Tier 2 important, Tier 3 nice-to-have) with red flags and green flags.
3. Build the deal scorecard aligned to the chosen framework, scoring each component 0-10 with evidence and a risk level, then roll up to a 0-100 overall score and a status (Qualified / Pursue With Caution / Disqualify).
4. Score the live deal: list strengths with evidence, gaps and risks with mitigations, and missing information still to gather.
5. Prioritize next actions (Immediate, Short-term, Before Close) with purpose, target contact, and success metric for each.
6. Produce enablement assets as requested: rep training curriculum, call-prep checklist, manager coaching guide, and the 30/60/90 rollout (see references/training-and-coaching.md).
7. Supply reusable templates: call scripts, follow-up emails, status updates, and CRM field definitions (see references/templates-and-crm.md).
8. Assemble the deliverable using the structure in references/output-template.md, replacing every placeholder with customer-specific content.

Operating Principles

1. Implement one methodology at a time; do not stack frameworks.
2. Adapt questions and scoring thresholds to the customer's specific sales motion.
3. Make scoring habitual by integrating it into the CRM workflow.
4. Score on evidence, not assumptions; reward disqualifying bad deals early.
5. Track the correlation between scores and actual wins, and adjust thresholds from that data.

---

Supporting file: references/examples.md

Methodology-Specific Examples

Worked scoring examples showing how to apply a framework to a real deal.

MEDDIC Example

Deal: Enterprise SaaS, $200K ARR, 8-month sales cycle

Metrics (8/10):

• Customer spends $500K/year on current solution
• Identified 30% cost savings opportunity
• Need to quantify productivity gains

Economic Buyer (6/10):

• Identified: CTO (Jane Smith)
• Have not met directly yet
• Going through VP of Engineering first

Decision Criteria (9/10):

• Provided formal RFP with weighted criteria
• We align on 8 of 10 criteria
• Confirmed no "must-haves" we do not meet

Decision Process (7/10):

• Mapped: Demo to Pilot to Security Review to Contract
• Timeline: 4 months
• Unclear who has final approval authority

Identify Pain (9/10):

• Current system causes 10 hours/week of manual work
• Pain affects 50+ users
• Problem is urgent (executive pressure)

Champion (10/10):

• VP of Engineering is strong champion
• Has personal stake (KPI impacted)
• Will sell internally and coach us
• Has history of successful vendor relationships

Overall Score: 49/60 (82%) - PURSUE Win Probability: 65% Next Action: Schedule meeting with CTO through champion

---

BANT Example

Deal: SMB SaaS, $15K ARR, 3-week sales cycle

Budget (7/10):

• Have allocated budget for this year
• Amount is $12K, we are $15K
• No flexibility to increase

Authority (10/10):

• Speaking directly with decision maker (CEO)
• No committee, she decides alone
• Confirmed authority explicitly

Need (8/10):

• Clear pain point (manual process taking 5 hrs/week)
• Tried to solve internally, did not work
• Not urgent, "nice to have"

Timeline (5/10):

• "Next quarter" but no specific date
• No compelling event
• No consequences if they wait

Overall Score: 30/40 (75%) - PURSUE WITH CAUTION Win Probability: 45% Next Action: Create urgency (limited time discount) OR discuss smaller package for $12K

---

Supporting file: references/methodologies.md

Supported Methodologies

Reference details for each supported framework: best-fit profile, sales cycle, deal size, and core philosophy.

1. MEDDIC

Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion.

• Best for: Enterprise B2B, complex sales
• Sales cycle: 3-12 months
• Deal size: $50K+

2. BANT

Budget, Authority, Need, Timeline.

• Best for: SMB, transactional sales
• Sales cycle: 1-4 weeks
• Deal size: $5K-$50K

3. Sandler Selling System

• Best for: Consultative sales, avoiding "free consulting"
• Focus: Upfront contracts, pain-first selling
• Philosophy: Do not chase

4. Challenger Sale

• Best for: Complex B2B, competitive markets
• Focus: Teach, Tailor, Take Control
• Philosophy: Challenge customer thinking

5. SPIN Selling

Situation, Problem, Implication, Need-Payoff.

• Best for: Complex sales, large accounts
• Focus: Question-based discovery
• Philosophy: Uncover latent needs

6. Value Selling

• Best for: Competitive, commoditized markets
• Focus: Quantify business value over features
• Philosophy: ROI-driven conversations

7. Gap Selling

• Best for: Change-resistant prospects
• Focus: Current State to Future State gap
• Philosophy: Sell the gap, not the product

---

Supporting file: references/output-template.md

Output Template

Use this structure for a full methodology implementation deliverable. Replace bracketed placeholders with deal- and team-specific content.

# Sales Methodology Implementation: [Methodology Name]

**For**: [Company/Team Name]
**Methodology**: [MEDDIC/BANT/Sandler/etc.]
**Deal Type**: [Enterprise/SMB/Mid-Market]
**Average Deal Size**: [Range]
**Sales Cycle**: [Timeline]

---

## Methodology Overview

### What is [Methodology]?

[2-3 sentence explanation of the framework]

### Why This Methodology?

**Best For**:
- [Use case 1]
- [Use case 2]
- [Use case 3]

**Not Ideal For**:
- [Situation 1]
- [Situation 2]

### Success Metrics

- [Metric 1]: Target [X]
- [Metric 2]: Target [X]
- [Metric 3]: Target [X]

---

## Framework Breakdown

### [Component 1 of Framework]

**Definition**: [What this component means]

**Why It Matters**: [Business impact]

**How to Qualify**:
1. [Action step 1]
2. [Action step 2]
3. [Action step 3]

**Discovery Questions** (5-7 questions):

**Tier 1 (Essential)**:
1. "[Question designed to uncover critical information]"
   - **Why ask**: [Reasoning]
   - **What to listen for**: [Key indicators]
   - **Follow-up if yes/no**: [Next question]

2. "[Second critical question]"
   - **Why ask**: [Reasoning]
   - **What to listen for**: [Key indicators]

3. "[Third critical question]"
   - **Why ask**: [Reasoning]
   - **What to listen for**: [Key indicators]

**Tier 2 (Important)**:
4. "[Question to dig deeper]"
5. "[Question to validate]"

**Tier 3 (Nice-to-Have)**:
6. "[Additional context question]"
7. "[Competitive intelligence question]"

**Red Flags** (Disqualifiers):
- [Warning sign 1]
- [Warning sign 2]
- [Warning sign 3]

**Green Flags** (Strong Indicators):
- [Positive signal 1]
- [Positive signal 2]
- [Positive signal 3]

**Qualification Score**: [X/10]
- **10/10**: [Description of perfect qualification]
- **7-9/10**: [Description of good qualification]
- **4-6/10**: [Description of risky deal]
- **0-3/10**: [Description of disqualified deal]

---

### [Component 2 of Framework]

[Repeat structure above for each component]

---

## Deal Scorecard

### [Your Opportunity Name] Qualification Score

**Overall Score**: [X]/100

| Component | Score | Status | Evidence | Risk Level |
|-----------|-------|--------|----------|------------|
| [Component 1] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |
| [Component 2] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |
| [Component 3] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |
| [Component 4] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |
| [Component 5] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |
| [Component 6] | [0-10] | Green/Yellow/Red | [What you learned] | Low/Med/High |

**Score Interpretation**:
- **90-100**: Extremely well qualified, high win probability
- **70-89**: Solid qualification, good win probability
- **50-69**: Moderate qualification, risky deal
- **Below 50**: Poorly qualified, consider disqualifying

---

## Deal Status: [QUALIFIED / PURSUE WITH CAUTION / DISQUALIFY]

### Strengths
1. [Strong point 1 with evidence]
2. [Strong point 2 with evidence]
3. [Strong point 3 with evidence]

### Gaps & Risks
1. **[Gap/Risk 1]**
   - **Impact**: [How this affects deal]
   - **Mitigation**: [What to do about it]
   - **Urgency**: High/Medium/Low

2. **[Gap/Risk 2]**
   - **Impact**: [How this affects deal]
   - **Mitigation**: [What to do about it]
   - **Urgency**: High/Medium/Low

### Missing Information
- [ ] [Information you still need]
- [ ] [Information you still need]
- [ ] [Information you still need]

---

## Next Actions (Prioritized)

### Immediate (This Week)
1. **[Action 1]**
   - **Purpose**: [Why this matters]
   - **Target**: [Who to talk to]
   - **Questions to ask**: [Specific questions]
   - **Success metric**: [How you will know it worked]

2. **[Action 2]**
   - **Purpose**: [Why this matters]
   - **Target**: [Who to talk to]
   - **Expected outcome**: [What you will learn]

### Short-term (Next 2 Weeks)
3. [Action 3]
4. [Action 4]

### Before Close
5. [Action 5]
6. [Action 6]

---

Supporting file: references/templates-and-crm.md

Resources, Templates, and CRM Integration

Reusable call scripts, email templates, status-update formats, CRM field definitions, and success metrics.

Call Scripts by Methodology Component

[Component 1] Discovery Script:

Rep: "To make sure we're a good fit, I need to understand [specific aspect]. Would you mind if I asked a few questions about [topic]?"

[If yes]

Rep: "Great! [Tier 1 question]?"

Prospect: [Response]

Rep: "[Appropriate follow-up based on response]"

[If prospect pushes back]

Rep: "I understand. The reason I'm asking is [business justification]. Without understanding [aspect], it's hard for me to know if we can actually help. Does that make sense?"

Email Templates

Qualification Follow-Up Email:

Subject: Quick question about [specific component]

Hi [Name],

Thanks for the call earlier. I'm working on [next step] and realized I'm missing one piece of information.

Quick question: [Tier 1 question from missing component]?

This will help me [specific benefit to them].

[Your Name]

Slack/CRM Status Updates

Deal Status Update Format:

Deal: [Company Name] - [Deal Size]
[Methodology] Score: [X]/100 (Green/Yellow/Red)

Strengths:
- [Strength 1]
- [Strength 2]

Risks:
- [Risk 1]
- [Risk 2]

Next Action: [Specific next step]
Timeline: [When]
Confidence: [Low/Med/High]

---

CRM Integration

Salesforce Custom Fields

Create custom fields for each component:

MEDDIC_Metrics_Score__c (Number, 0-10)
MEDDIC_Metrics_Evidence__c (Long Text)
MEDDIC_Economic_Buyer_Score__c (Number, 0-10)
MEDDIC_Economic_Buyer_Evidence__c (Long Text)
...
MEDDIC_Overall_Score__c (Formula: SUM of all scores)
MEDDIC_Status__c (Formula: IF >80, "Qualified", IF >50, "Risky", "Disqualified")

HubSpot Properties

Add custom properties:

• meddic_score (Number, 0-100)
• meddic_metrics (Multi-line text)
• meddic_decision_process (Multi-line text)
• qualification_date (Date)
• deal_risk_level (Dropdown: Low/Med/High)

---

Success Metrics to Track

Leading Indicators:

• % of deals with completed scorecard
• Average qualification score
• Time to complete qualification
• Disqualification rate

Lagging Indicators:

• Win rate improvement
• Sales cycle length
• Average deal size
• Forecast accuracy
• Revenue per rep

Target Benchmarks:

• Scorecard completion: 95%+
• Average score: 70+ (on 100-point scale)
• Win rate improvement: +10-20% within 6 months
• Forecast accuracy: +15% within 3 months

---

Supporting file: references/training-and-coaching.md

Rep Training, Coaching, and Implementation Plan

Templates for rep enablement, manager coaching, call prep, and a phased rollout.

Rep Training: [Methodology] Mastery

Week 1: Framework Foundations

Learning Objectives:

• Understand the [X] components of [methodology]
• Recognize when methodology applies (and when it does not)
• Ask Tier 1 questions naturally in discovery calls

Training Activities:

1. Video Training (30 min)
   • Watch: [Framework overview video]
   • Watch: [Example qualification call breakdown]
2. Interactive Exercise (45 min)
   • Review 3 anonymized deals
   • Score each deal using framework
   • Compare your scores with manager
3. Role Play (1 hour)
   • Practice asking Tier 1 questions
   • Manager plays difficult prospect
   • Record call and self-critique

Assessment:

• Can explain all framework components
• Can ask Tier 1 questions without script
• Can score a deal with 80%+ accuracy

Week 2: Advanced Qualification

Learning Objectives:

• Navigate pushback and objections during qualification
• Recognize red flags early
• Know when to disqualify politely

Training Activities:

1. Objection Handling Workshop (1 hour)
   • Learn responses to common qualification pushback
   • Practice "no" scenarios (they will not share budget, cannot access economic buyer, etc.)
2. Real Deal Practice (2 hours)
   • Apply framework to 2 current opportunities
   • Present findings to team
   • Get feedback from peers and manager
3. Disqualification Role Play (30 min)
   • Practice ending deals respectfully
   • Learn to spot time-wasters early

Assessment:

• Can handle qualification objections
• Can disqualify without burning bridge
• Comfortable saying "no" to bad deals

Week 3-4: Mastery & Certification

Learning Objectives:

• Use framework instinctively (no checklist needed)
• Coach others on methodology
• Adapt framework to unique situations

Certification Requirements:

1. Score 5 real deals with 90%+ accuracy vs. manager scores
2. Complete mock qualification call (graded by sales leadership)
3. Present one deal deep-dive to team (explain qualification logic)
4. Pass written test on framework (25 questions, 80% to pass)

Test Sample Questions:

1. "A prospect says they have budget but will not tell you how much. In [methodology], how do you respond?"
   • A) [Wrong answer]
   • B) [Right answer with explanation]
   • C) [Wrong answer]
2. "You have identified pain and have a champion, but cannot access the economic buyer. What is your next move?"
   • A) [Wrong answer]
   • B) [Right answer with explanation]
   • C) [Wrong answer]

---

Call Preparation Template

Pre-Call: [Methodology] Checklist

Objective: [What you want to learn in this call]

Questions to Ask (in order):

1. [Tier 1 question for Component 1]
   • If yes: [Follow-up]
   • If no: [Different path]
2. [Tier 1 question for Component 2]
3. [Tier 1 question for Component 3]

Red Flags to Watch For:

• [Warning sign 1]
• [Warning sign 2]

Success Metrics:

• Learned [specific information]
• Identified [key contact]
• Scored deal at [X]/100 or higher

---

Manager Coaching Guide

How to Coach [Methodology] on Deal Reviews

1-on-1 Deal Review Framework:

Step 1: Rep Self-Assessment (5 min)

• "Walk me through how you scored this deal"
• "Which components are strong? Which are weak?"
• "What are you most confident/concerned about?"

Step 2: Manager Assessment (5 min)

• Score deal independently using scorecard
• Identify gaps in rep's scoring
• Note questions rep should have asked but did not

Step 3: Gap Analysis (10 min)

• Compare rep score vs. manager score
• Discuss scoring differences
• Review missed red flags or green flags
• Question: "What would you do differently next time?"

Step 4: Action Plan (10 min)

• Agree on deal status (pursue, risky, disqualify)
• Define specific next actions
• Set deadline for follow-up
• Schedule next review

Coaching Questions by Scenario:

If rep over-scored the deal:

• "What evidence do you have for that score?"
• "How do you know [assumption] is true?"
• "What would a 10/10 look like?"

If rep under-scored the deal:

• "What green flags might you be missing?"
• "Is this assumption-based or evidence-based?"
• "What positive signals did you see?"

If rep missed key questions:

• "Why did you not ask about [component]?"
• "When in the conversation could you have asked?"
• "How might that information change your strategy?"

---

Implementation Plan: 30/60/90 Days

Days 1-30: Foundation

Goals:

• Train all reps on framework
• Integrate scorecard into CRM
• Establish minimum qualification standards

Activities:

• Week 1: All-hands training (framework intro)
• Week 2: Individual role plays with each rep
• Week 3: First deal reviews using new framework
• Week 4: Adjust scorecard based on team feedback

Success Metrics:

• 100% of reps trained
• 80% of active deals scored in CRM
• Reduced deals in pipeline by X% (disqualified bad deals)

Days 31-60: Adoption

Goals:

• Framework becomes habitual
• Deal quality improves
• Win rate starts to increase

Activities:

• Weekly deal certification meetings
• Peer review sessions (reps score each other's deals)
• Update call scripts and templates
• Create framework shortcuts in CRM

Success Metrics:

• 90%+ qualification completion rate
• Average deal score improves from [X] to [Y]
• Forecast accuracy improves by [X%]

Days 61-90: Optimization

Goals:

• Framework is second nature
• Predictable qualification outcomes
• Improved sales efficiency

Activities:

• Analyze correlation between scores and wins
• Refine scoring thresholds
• Create advanced training for specific components
• Build best practice library from wins

Success Metrics:

• Win rate increases by [X%]
• Sales cycle decreases by [X%]
• Pipeline value more accurate (within [X%] of forecast)