«Руководство по методологии управления продажами»: пошаговая система для укрепления команд продаж, уверенного лидерства и устойчивого роста

The Sales Management Methodology Playbook A Step-by-Step Framework for Stronger Sales Teams, Confident Leadership, and Sustainable Growth By Hannah Hally Are you leading a sales team that works hard but still struggles with consistency, clarity, or predictable results? Many sales leaders face fragmented processes, conflicting methodologies, and increasing pressure to forecast accurately—yet few have access to a cohesive system that brings all the moving parts together. The Sales Management Methodology Playbook offers exactly that: a step-by-step framework for stronger sales teams, more confident leadership, and sustainable growth . Drawing on 17 years of senior leadership experience in the tech industry, Hannah Hally unifies SPIN, MEDDICC, Challenger, and consultative selling into one clear, practical operating system designed for today’s fast-moving sales environment.Written for Sales Directors, frontline managers, and revenue leaders, this playbook addresses the real challenges found inside modern sales organisations—from inconsistent discovery and stalled deals to unpredictable forecasting and the growing need to integrate AI thoughtfully.Inside, you’ll find practical guidance that can help you: Build a repeatable sales operating model aligned to buyer behaviour Build a repeatable sales operating model aligned to buyer behaviour Strengthen discovery and qualification depth across every rep Strengthen discovery and qualification depth across every rep Apply MEDDICC as a behavioural framework rather than a checklist Apply MEDDICC as a behavioural framework rather than a checklist Improve pipeline quality and reduce noise in your forecast Improve pipeline quality and reduce noise in your forecast Develop confident, effective coaching skills that support behaviour change Develop confident, effective coaching skills that support behaviour change Use KPIs and leading indicators to create clarity and accountability Use KPIs and leading indicators to create clarity and accountability Run a structured pipeline and forecast meetings grounded in evidence Run a structured pipeline and forecast meetings grounded in evidence Integrate AI tools to support productivity, coaching, and decision-making Integrate AI tools to support productivity, coaching, and decision-making Establish onboarding, enablement, and revenue rhythms that scale with your organisation Establish onboarding, enablement, and revenue rhythms that scale with your organisation This book doesn’t promise instant transformation—but it does provide the structure, clarity, and tools that can support sustained performance improvement. With templates, scorecards, scripts, and practical frameworks, it gives you the foundation to build a disciplined, predictable, high-performing sales organisation. If you're ready to take the next step toward a more scalable and confident approach to sales leadership, this playbook offers the roadmap you’ve been looking for.