Let's take a look at the definitions of sales process and sales methodology first. One of the best definitions of sales process and sales methodology I read comes from George BRONTÉN. He states, "sales process is a framework of stages, milestones, ( I am also adding gates ) defining a sales engagement. To be effective, it must be aligned with the buyer's journey and based on best practices working in the field. Sales methodology is the tactics and methods that a sales person uses to move buyers through their decision making process." Now if you take process and methodology and add in the activities per stage with goals ( for example, an initial product demo and you need to do 3-4 demos a week) you can define a sales motion and it should fit into one page so it is sales consumable.
At SMG, we help our clients with combining sales process and the MEDDIC sales methodology into a playbook that defines their sales motion. MEDDIC is not for everyone, and that is why we qualify prospects that contact us to make sure they are in our sweet spot of value. When qualified, we can help companies like our client Medidata by defining a sales motion that delivers sales performance results. Check out their Q4 and FY 2016 revenue growth numbers here. Contact us if you want to help defining your sales motion.