This IDC study evaluates the current state of sales methodologies and related processes deployed across sales organizations and provides guidance on how to take decisive action. Insights, frameworks, and data are based upon an online survey instrument as well as data gathered through IDC's Sales Leadership Board meetings and annual sales productivity benchmarking studies.

"Having a well-developed and well-executed sales methodology in place internally is a clear value-add and offers the opportunity for sales reps to improve their productivity," says Irina Zvagelsky, research analyst, IDC's Sales Advisory Practice. "However, taking on this initiative can be extremely complex as organizations must first sort through numerous options available to them within the marketplace and then constantly work on sustainment post rollout."