Sales Qualification Methodology - Project Details / Task List
Tag: sales-qualification
Total Hours: 30h
Structure: Single Milestone (<=50h)
Milestone: Sales Qualification Methodology
Description: A strategic implementation project that selects, customizes, and deploys a structured qualification framework (MEDDIC, BANT, SPICED, etc.) to help sales representatives systematically evaluate and prioritize opportunities.
Task List: (Sales Qualification) 1. Assessment & Configuration
Contains: Parts 1-2
| Task | Est | Description |
|---|---|---|
| 1. Audit Existing Qualification Practices | 2.5h | Evaluate how reps currently qualify opportunities and identify gaps in process, data, and outcomes. End state: Gap analysis document showing current qualification maturity and improvement areas. • Interview 3-5 sales reps on their current qualification approach and pain points • Review CRM opportunity records for last 90 days to assess qualification data completeness • Analyze win/loss data to identify patterns (deals lost due to poor qualification) • Document which qualification criteria are currently tracked vs. missing • Quantify the problem (e.g., "Only 40% of opps have budget documented, win rate is 18%") |
| 2. Define Qualification Requirements and Select Methodology | 2.5h | Choose the qualification framework that best fits the sales motion and buyer complexity. End state: Selected methodology with stakeholder buy-in and rationale documented. • Assess sales cycle complexity (deal size, stakeholder count, sales cycle length) • Evaluate methodology options: BANT (simple, short cycles), MEDDIC/MEDDPICC (complex, enterprise), SPICED (outcome-focused) • Map methodology fit to company stage and buyer journey complexity • Present recommendation to VP Sales with pros/cons of each option • Document selected methodology and customization requirements |
| 3. Customize Qualification Criteria for the Business | 3h | Adapt the selected methodology to the organization's specific sales motion, buyer personas, and deal characteristics. End state: Customized qualification framework document with company-specific definitions. • Define each qualification criterion with company-specific language and examples • Create scoring rubric or rating scale for each criterion (e.g., 1-5 scale with definitions) • Identify mandatory vs. optional fields based on deal stage • Map qualification milestones to sales stages (what must be qualified by Stage 2 vs. Stage 4) • Get sign-off from sales leadership on customized framework |
| 4. Configure CRM Fields and Sections | 3h | Build the qualification methodology into the CRM with structured fields, picklists, and validation rules. End state: CRM opportunity object updated with qualification section and fields active. • Create custom fields for each qualification criterion (picklists, text, checkboxes as appropriate) • Build qualification section/panel on the Opportunity layout in logical order • Configure field dependencies and validation rules (e.g., require Budget before Stage 3) • Set up field-level help text with examples of what "good" looks like • Test field configuration with sample opportunities across different stages |
| 5. Build Qualification Tracking and Reporting | 2.5h | Create reports and dashboards to monitor qualification data quality and methodology adoption. End state: Live dashboard showing qualification completion rates and quality metrics. • Build report on qualification field completion rates by rep, team, and stage • Create dashboard showing qualification data vs. win rate correlation • Set up alerts for opportunities advancing without required qualification fields • Configure manager views to support pipeline review and coaching conversations • Document reporting package and train RevOps on maintenance |
Task List: (Sales Qualification) 2. Enablement & Rollout
Contains: Parts 3-4
| Task | Est | Description |
|---|---|---|
| 6. Create Training Content and Job Aids | 2.5h | Develop training materials that teach the methodology and provide ongoing reference tools. End state: Complete training package including slides, job aids, and reference documentation. • Create training deck covering methodology principles and company customizations • Build one-pager/job aid with qualification questions mapped to each criterion • Develop example scenarios showing good vs. poor qualification • Create CRM reference guide showing where and how to enter qualification data • Record short video walkthroughs of qualification questions and CRM entry |
| 7. Conduct Sales Team Training | 2h | Train the sales team on the new qualification methodology and CRM usage. End state: All reps trained and capable of applying the methodology. • Schedule training sessions (60-90 min) for all sales reps and managers • Cover: why this methodology, what each criterion means, how to ask qualifying questions • Demonstrate CRM usage with live examples • Conduct role-play exercises to practice qualification conversations • Share training recording and materials with team for ongoing reference |
| 8. Train Sales Managers on Coaching the Methodology | 2h | Enable sales managers to reinforce methodology adoption through pipeline reviews and coaching. End state: Managers equipped with tools and cadence for qualification coaching. • Train managers on using qualification data in pipeline reviews • Provide coaching question framework tied to each qualification criterion • Establish pipeline review cadence that includes qualification checkpoints • Create manager dashboard for tracking team qualification compliance • Document coaching playbook with example coaching conversations |
| 9. Roll Out Methodology with Pilot Group | 2h | Launch the methodology with a pilot group before full rollout to identify issues and refine approach. End state: Pilot complete with lessons learned documented. • Select pilot group (1 team or 5-10 reps) for initial rollout • Run pilot for 2-3 weeks with active monitoring and feedback collection • Track field completion rates and data quality during pilot • Gather rep feedback on questions, CRM usability, and challenges • Refine training materials and CRM config based on pilot learnings |
| 10. Execute Full Rollout and Monitor Adoption | 2.5h | Deploy methodology to full sales organization with monitoring and support. End state: All reps actively using methodology with baseline adoption metrics established. • Announce full launch with leadership support and communication • Monitor qualification field completion rates daily for first 2 weeks • Provide office hours or Slack support channel for questions • Address common issues with targeted micro-training • Publish weekly adoption metrics and celebrate early wins |
| 11. Establish Ongoing Coaching and Reinforcement | 2h | Set up sustainable coaching infrastructure to maintain long-term methodology adoption. End state: Recurring coaching cadence in place with accountability mechanisms. • Integrate qualification review into weekly pipeline meetings • Set up manager-rep 1:1 coaching structure around qualification quality • Create monthly methodology reinforcement touchpoints (tips, examples, wins) • Establish process for updating methodology based on lessons learned • Schedule 30-day and 90-day adoption reviews with leadership |
| 12. Hand Off to Client and Document | 3h | Transfer ownership of the methodology and supporting systems to the client team. End state: Client self-sufficient with documentation and trained internal owners. • Transfer admin access for CRM fields and reports to client RevOps • Deliver documentation package (methodology guide, CRM config, training materials) • Conduct knowledge transfer session with internal methodology owner • Schedule 30-day check-in to assess adoption and answer questions • Close out project with final adoption metrics report |
Summary
- Total Task Lists: 2 (consolidated from 4 Parts)
- Total Tasks: 12 (one per Step)
- Total Hours: 30h
- Generated from: playbook_sales-qualification-methodology.md
- Generated on: 2025-12-31