The Keys to Methodology Adoption
We’ve all seen this movie: you invest in a shiny new sales methodology, expecting it to transform your team into quota-crushers. But without consistent inspection and reinforcement, it quickly turns into another abandoned initiative. So, how do you keep your team on track? Here’s what you need to do.
1. Reinforce the “Why”
When introducing a new methodology, don’t just explain it—sell it. Your team needs to know why it’s important and how it benefits them. Avoid superficial mandates and explanations; instead, connect the dots between the methodology and the AE’s success. For added punch, add specific metrics around current performance.
2. Build it into the CRM and Connect it to Your Qualification Framework
That may seem obvious, but it’s surprising how often this gets overlooked. Before you launch the methodology, work with Rev Ops to ensure it’s operationalized in your CRM and reflected in your stage advancement criteria.
3. Support with Coaching
Methodologies are like IKEA instructions—clear in theory, confusing in practice. It’s going to take time and practice for your team to get comfortable with the new methodology. Make follow-on training and coaching a priority.
4. Reinforce Over Time
Training isn’t a “set it and forget it” situation. Reinforce consistently through peer-to-peer learning and regular check-ins. Repetition helps your team internalize the methodology instead of cramming before pipeline reviews
5. Double Down on Deal Inspection
Methodologies die without accountability. No one wants to be micromanaged, but you need to lean into deal inspection. Without it, AEs who aren’t on board with the change will default to what’s most familiar and comfortable, which means sticking with the “old” way of doing things.
6. Recognize and Reward Success
Call out AEs who have committed to the methodology and showcase their opportunities in your next team meeting.
7. Adjust and Improve
Everything we do is iterable and you’re going to learn a lot as you roll things out. Stay connected to your team and listen to their feedback to learn what’s working and what’s not. Refine what does and improve or ditch what doesn’t.
The Bottom Line: It’s About Consistency, Not the Framework
There’s no single methodology that will magically solve all your sales challenges. Success lies in consistently inspecting, supporting, and reinforcing the methodology you choose. Get that right, and you’ll start seeing the performance you’re looking for.