# Standardize Your Sales Methodology

One of the biggest challenges for any sales team is ensuring that all members, from the newest to the most senior, follow the same methodology and processes in their conversations with customers. Consistency is key to achieving predictable results.

**Salescaling** allows you to "translate" your sales methodology into a set of measurable rules that the **AI** can automatically evaluate in every conversation, giving you full visibility into the adoption of your processes.

### **Step-by-Step Guide: How to "Encode" Your Methodology**

**Step 1:** Define your Key Milestones Before entering the platform, gather the sales leaders and make a list of the 5-10 critical and non-negotiable points that must occur in a successful sales meeting for your company.

* *Example milestones:* "The customer's budget is confirmed", "The main 'pains' are identified", "Next steps are established with date and owner", etc.

**Step 2:** Go to AI Settings Go to Settings > AI Configuration > Activity Types. This section is your command center for teaching the AI what is important to you.

**Step 3:** Create a New "Activity Type" Click + Add meeting type and create a template specific to your main process. For example: "Product Demo - Official Methodology."

**Step 4:** Set up the Score with your Milestones In the Score section of the template you just created, add each of the "Key Milestones" you defined in step 1 as a scoring criterion. Assign a percentage to each according to its strategic importance for closing the sale.

**Step 5:** Monitor Adoption Across the Organization Once configured, encourage your team to assign this new activity type to their meetings. From that moment, you will be able to:

* See in each meeting the breakdown of the AI Score to know whether the milestones were met.
* Go to the Global Analytics Dashboard, filter by this Activity Type and see the Average AI Score for the whole team, easily identifying whether the methodology is being applied consistently.

{% hint style="info" %}
To Learn More: Build a Predictable Sales Machine. Process standardization is the first step to creating a scalable sales team. On our blog, we explore how the most famous methodologies (such as MEDDIC or SPICED) can help you achieve it.
{% endhint %}


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