# 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]

**Best For**: [Use cases]
**Not Ideal For**: [Situations]
**Success Metrics**: [Key targets]

---

## Framework Breakdown

### [Component 1]

**Definition**: [What this component means]
**Why It Matters**: [Business impact]

**Discovery Questions**:

**Tier 1 (Essential)**:
1. "[Critical question]"
   - **Why ask**: [Reasoning]
   - **Listen for**: [Key indicators]
   - **Follow-up**: [Next question]

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

3. "[Third critical question]"

**Tier 2 (Important)**:
4. "[Deeper question]"
5. "[Validation question]"

**Red Flags**: [Warning signs that disqualify]
**Green Flags**: [Strong positive indicators]

**Score**: [X/10]
- 10/10: [Perfect qualification]
- 7-9: [Good qualification]
- 4-6: [Risky deal]
- 0-3: [Disqualified]

---

[Repeat for each framework component]

---

## Deal Scorecard

### [Opportunity Name] Qualification Score

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

| Component | Score | Status | Evidence | Risk |
|-----------|-------|--------|----------|------|
| [Component 1] | [0-10] | [status] | [Evidence] | [Level] |
| [Component 2] | [0-10] | [status] | [Evidence] | [Level] |

**Interpretation**: 90-100 (excellent) | 70-89 (solid) | 50-69 (risky) | <50 (disqualify)

---

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

**Strengths**: [Evidence-based strong points]
**Gaps & Risks**: [Each with impact, mitigation, urgency]
**Missing Information**: [What you still need to learn]

---

## Next Actions (Prioritized)

### Immediate (This Week)
1. **[Action]**: Purpose, target, questions to ask, success metric

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

### Before Close
3. [Action items]

---

## Call Preparation Template

**Objective**: [What you want to learn]

**Questions** (in order):
1. [ ] [Tier 1 for Component 1] — If yes: [follow-up] / If no: [different path]
2. [ ] [Tier 1 for Component 2]
3. [ ] [Tier 1 for Component 3]

**Red Flags to Watch**: [Warning signs]
**Success Metrics**: [What qualifies a successful call]

---

## Manager Coaching Guide

**1-on-1 Deal Review (30 min)**:

1. **Rep Self-Assessment** (5 min): "Walk me through your scoring. What's strong? Weak?"
2. **Manager Assessment** (5 min): Score independently, note gaps
3. **Gap Analysis** (10 min): Compare scores, discuss differences, review missed flags
4. **Action Plan** (10 min): Agree on status (pursue/risky/disqualify), define next actions, set deadline

**Coaching by Scenario**:
- **Over-scored**: "What evidence do you have?" / "How do you know that's true?"
- **Under-scored**: "What green flags might you be missing?"
- **Missed questions**: "Why didn't you ask about [component]? When could you have?"

---

## 30/60/90 Day Implementation

### Days 1-30: Foundation
- Train all reps on framework
- Integrate scorecard into CRM
- Establish minimum qualification standards
- Activities: All-hands training → Individual role plays → First deal reviews → Adjust scorecard
- Target: 100% trained, 80% deals scored, pipeline cleaned via disqualification

### Days 31-60: Adoption
- Framework becomes habitual, deal quality improves
- Weekly deal certification meetings, peer review sessions
- Update call scripts, create CRM shortcuts
- Target: 90%+ completion rate, average score improves, forecast accuracy up

### Days 61-90: Optimization
- Framework is second nature, predictable outcomes
- Analyze score-to-win correlation, refine thresholds
- Build best practice library from wins
- Target: Win rate +[X]%, sales cycle -[X]%, forecast within [X]%

---

## MEDDIC Example

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

| Component | Score | Key Evidence |
|-----------|-------|-------------|
| Metrics | 8/10 | $500K current spend, 30% savings identified |
| Economic Buyer | 6/10 | CTO identified but not met directly |
| Decision Criteria | 9/10 | Formal RFP, align on 8/10 criteria |
| Decision Process | 7/10 | Demo→Pilot→Security→Contract mapped; final authority unclear |
| Identify Pain | 9/10 | 10 hrs/week manual work, 50+ users, executive pressure |
| Champion | 10/10 | VP Eng strong champion, KPI stake, will sell internally |

**Overall**: 49/60 (82%) — PURSUE | Win Probability: 65%
**Next Action**: Schedule CTO meeting through champion

---

## CRM Integration

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

### Salesforce Custom Fields
- `[Methodology]_[Component]_Score__c` (Number, 0-10) per component
- `[Methodology]_[Component]_Evidence__c` (Long Text) per component
- `[Methodology]_Overall_Score__c` (Formula: SUM)
- `[Methodology]_Status__c` (Formula: IF >80 "Qualified", IF >50 "Risky", "Disqualified")

---

## Success Metrics

**Leading**: % deals with scorecard | Avg qualification score | Disqualification rate
**Lagging**: Win rate | Sales cycle length | Avg deal size | Forecast accuracy | Revenue per rep
**Targets**: 95%+ scorecard completion | 70+ avg score | Win rate +10-20% in 6 months | Forecast +15% in 3 months

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