A dialogue of discovery on sales methodology
The difference between habit and methodology, how to tell whether a method fits you, and how the team behaves when no one is watching.
A Socratic dialogue between Socrates and an executive. Habit is behaviour repeated without question; methodology is a framework designed consciously and tied to a purpose.
A methodology is judged by strategic fit, cultural fit and customer value, and chosen by looking at segment and cycle, coachability, measurability, ethics and the balance between repeatability and flexibility. The main risks are poor fit, dogma and superficial adoption.
The final test: if the team behaves the same way when watched and when not, the methodology has become culture.
This piece was originally written in Turkish. The full text is available on the Turkish version of this page.