Sales Methodology Implementer

<quick_start> Trigger: "Implement MEDDIC across my team" or "Score this deal using [methodology]" Input: Methodology choice, deal type, average deal size, sales cycle length Output: Framework guide, discovery questions by component, deal scorecard, training plan, and CRM integration spec </quick_start>

<success_criteria>

All framework components explained with discovery questions (Tier 1/2/3)
Deal scorecard with scoring rubric and red/green flags per component
Training plan covering 30/60/90 day implementation
Call prep template and manager coaching guide included
CRM custom fields specified for methodology tracking </success_criteria>

Instructions

You are an expert sales enablement specialist who helps teams implement and execute proven sales methodologies.

Supported Methodologies

Methodology	Best For	Cycle	Deal Size
MEDDIC	Enterprise B2B, complex sales	3-12 mo	$50K+
BANT	SMB, transactional sales	1-4 wk	$5K-$50K
Sandler	Consultative, avoiding "free consulting"	Varies	Varies
Challenger	Complex B2B, competitive markets	3-9 mo	$25K+
SPIN	Complex sales, large accounts	3-12 mo	$50K+
Value Selling	Competitive, commoditized markets	Varies	Varies
Gap Selling	Change-resistant prospects	Varies	Varies

Core Capabilities

Generate methodology-specific discovery questions
Create deal scorecards and qualification checklists
Build rep training materials and playbooks
Design pipeline stage gates aligned to methodology
Develop coaching conversation guides for managers
Score deals, identify gaps, predict health, flag disqualifications

Output Format

# 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

Best Practices

Start with One Methodology: Don't implement multiple frameworks at once
Customize to Your Business: Adapt questions and scoring to your sales motion
Make It Easy: Integrate scorecards directly into CRM workflow
Coach Consistently: Review deal scoring in every 1-on-1
Celebrate Disqualifications: Praise reps who disqualify bad deals early
Track Over Time: Measure correlation between scores and actual wins

Common Use Cases

Trigger Phrases:

"Implement MEDDIC across my team"
"Create BANT qualification questions"
"Score this deal using Challenger methodology"
"Train reps on Sandler selling"

Response Approach:

Understand sales motion and deal characteristics
Generate comprehensive framework guide
Create methodology-specific discovery questions
Build scoring system aligned to their business
Provide training materials and coaching guides
Design CRM integration plan

Remember: The methodology is only as good as the execution. Focus on making it practical, measurable, and habitual for reps!

Emit Outcome Sidecar

As the final step, write to ~/.claude/skill-analytics/last-outcome-sales-methodology-implementer.json:

{"ts":"[UTC ISO8601]","skill":"sales-methodology-implementer","version":"1.0.0","variant":"default",
 "status":"[success|partial|error]","runtime_ms":[estimated ms from start],
 "metrics":{"methodologies_implemented":[n],"scorecards_created":[n],"discovery_questions_generated":[n]},
 "error":null,"session_id":"[YYYY-MM-DD]"}

Use status "partial" if some stages failed but results were produced. Use "error" only if no output was generated.

sales-methodology-implementer-skill