The Importance of Structured Sales Processes: What 97% Get Wrong.

When it comes to sales methodologies, many sales teams are commonly believed to leverage well-known strategies to secure deals consistently. After all, doesn’t everyone know the value of a solid, repeatable process?

So, let’s play a quick guessing game: which sales methodology do you think is most commonly used?

BANT? SPIN? MEDDIC?

The most widely used "methodology" is… gut feeling. Following absolutely no processes whatsoever. Yes, you read that right!

We've worked with dozens of sales teams over the past two years alone, and nine out of 10 don’t follow a structured methodology. Instead, they rely on gut feeling, or, if they want to name it differently, instinct, intuition, and their own unique (but often inconsistent) approaches to sales.

Even salespeople who appear to rely purely on intuition are often guided by an internal thought process they’ve refined over years of experience. However, that approach is not replicable for a broader sales team.

Why Relying on Instinct Is Hurting Your Sales Team

Working without a defined sales methodology brings a host of problems:

• Unprofessional Processes: A lack of consistency leads to disorganized processes. Without structure, there’s no reliable path from lead to close, and the quality of sales suffers. For buyers, this disorganization can be confusing and, ultimately, off-putting.
• Long Sales Cycles: Without a structured approach, potential clients aren’t guided efficiently through the sales cycle stages. This inefficiency stretches out timelines, often leading to lost deals as clients lose patience or interest.
• Irregular Success: Deals become random victories rather than consistent achievements. Because success isn’t built on a replicable process, it’s difficult to pinpoint what’s working and replicate it across the team. Each success relies on luck rather than skill.
• Data Blindness: When sales are based on gut feelings, decision-makers lack the data for strategic planning. Sales leaders can’t forecast accurately or identify patterns in successes and failures, which hinders the ability to make informed, data-driven decisions.

Why Structure Matters in Sales

Sales isn’t just about closing deals. It’s about understanding and refining what leads to success. Structured methodologies like BANT, SPIN, or MEDDIC provide that path, giving sales teams a toolkit to replicate successful strategies, adapt processes, and constantly improve their approach.

1. Better Sales Efficiency: A well-defined methodology, upskilling strategy, and script-based approach streamline the sales cycle. Rather than reinventing the wheel with every deal, salespeople have a reliable structure to follow, making identifying and removing bottlenecks easier.
2. Improved Forecasting and Planning: Sales leaders benefit enormously from having a repeatable process in place, giving them data to track every deal stage. This, in turn, provides the insights needed to make strategic decisions, refine sales tactics, and identify growth opportunities.
3. Consistent Success and Improvement: A methodology provides a common language and framework for the entire team. It empowers everyone, from newcomers to veterans, to follow a roadmap to success. When it’s clear what leads to success, it’s easier to train, replicate, and improve.

Time to Break the Cycle of “Gut Feeling” in Sales

For many sales teams, relying on instinct over process has long been a standard, even when it’s clear it holds teams back. Without a structured methodology, teams can’t capitalize on the benefits of a professional, efficient, and consistent sales process.

Leaving behind gut feeling doesn’t mean abandoning creativity or intuition - it means enhancing these qualities with a reliable foundation. With a structured methodology, teams gain the tools to leverage their instincts more effectively, ensuring they build strong, successful, and repeatable processes.

It’s time for sales teams to embrace this change and take their processes to a new level. Structured sales processes are the bedrock of consistent growth, reliable data, and lasting success. Don’t let gut feelings hold your team back - it’s time to sell smarter!