Sales Coaching and Reinforcing the MEDDIC Sales Methodology
- by Elay Cohen
- December 30, 2017
- Sales Coaching
SalesHood - Sales Enablement Platform
I’m a huge fan of MEDDIC. It’s a great sales methodology. It’s simple. It’s common sense. It’s strategic. It’s lightweight. It’s easy to do sales coaching and reinforcing of the MEDDIC sales methodology.
The MEDDIC sales methodology inspired many of the sales coaching videos and sales team huddles in the SalesHood Library. While many organizations embrace MEDDIC, most don’t do the right kind of reinforcement with coaching, team huddles, and MEDDIC best practice storytelling.
Here are some thoughts to help with a MEDDIC rollout and plan for success with short bite-sized coaching huddles and MEDDIC story best practices.
If MEDDIC is still in play for you as a strategic initiative, here are some thoughts:
M – Metrics
Sales Coaching Huddle: Help teams understand teams how to uncover metrics and use them in a sales cycle.Make sure to Include sales tools.
Best Practice Story: Have reps record a story answering the question, “What’s the economic impact of your solution for one of their larger deals?”.
E – Economic Buyer
Sales Coaching Huddle: Review strategies to working with economic buyers and strategies to engage and build rapport.
Best Practice Story: Have your team’s record a story about a deal answering the question, “Who is the economic buyer and what’s the strategy to engage and build rapport?”.
D – Decision Criteria
Sales Coaching Huddle: Coach teams to be better at mapping out the decision criteria on deals. Remind teams to do this early and often in all sales pursuits.
Best Practice Story: Have sellers record a short story for one of their deals regarding who the economic buyer is and what the strategy is to engage? Ask “What have you done to build rapport with your economic buyer?”.
D – Decision Process
Sales Coaching Huddle: Be better at uncovering the decision process in deals. Be able to explain how a deal gets across the finish line.
Best Practice MEDDIC Story: Have sellers record a MEDDIC story answering the question, “Where are we in the timeline of one of their biggest deal’s decision process?”. Explain how the deal gets across the finish line.
I – Identify Pain
Sales Coaching Huddle: Coach and enable teams to be better at identifying pain, compelling events, and supporting key performance indicators. Include sample questions by persona.
Best Practice MEDDIC Story: Record a story answering the question what is the identified pain and supporting KPIs for an active deal. Please include the compelling event in the story.
C – Champion
Sales Coaching Huddle: Have your team share best practices and reinforce how to best engage and partner with champions.
Best Practice MEDDIC Story: Record a story answering the question “Who is the champion on an active deal and what’s the strategy to sell with your champion?”.
There are many benefits to doing MEDDIC reinforcement this way:
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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