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Sales qualification is not a gut feeling. It is a system. It is a system that can be taught and learned. It's not a one time training, it's on ongoing iterative process. So how to get started?

1️⃣ Select a framework & introduce it If you don't have one yet, choose a framework like MEDDIC, FAINT, or CHAMP. Your qualification framework should reflect your sales process complexity, product offering, and overall sales team structure and competence. The framework is in the core of your system.

2️⃣ Engage your sales team to define the qualification criteria Insights from sellers are invaluable. Ensure your salespeople actively participate in selecting and refining the qualification criteria. Let's say you go with CHAMP. What challenges are you looking for? Answer with real-life examples.

3️⃣ Provide cheat sheets, CRM integration, and ICP documentation Document your ICP and use it as a benchmark for qualification. Offer cheat sheets and scripts that detail questions to ask, along with clear green/red light indicators for answers. Integrate resources into your CRM to ease the process.