Configure sales methodology

Sales methodology configuration tells GTM Engine which qualification framework your team uses when evaluating opportunities. You can start from a preset such as MEDDIC, BANT, or Gap Selling, or define a custom methodology that matches your sales process.

Before you start

• Review your pipeline stages so the methodology fits the way deals move through your process.
• Use an account with permission to manage product configuration.

Open sales methodology

Go to Settings → Configuration → Sales Process → Sales Methodology.

The page shows methodology presets and the letter or criterion descriptions that GTM Engine should use during opportunity analysis.

Choose a preset

Select a preset when your team already follows a common qualification framework.

Examples include:

• MEDDIC for metrics, economic buyer, decision criteria, decision process, identify pain, and champion.
• BANT for budget, authority, need, and timeline.
• Gap Selling for Keenan’s Gap Up assessment: 14 slices scored only from what the buyer said — Physical and literal, Problem, Impact, Root cause, Future state, Intrinsic motivation, Size of the gap, Cost of inaction, Cost of change, Competitors identified, Budget vs affordability, Buying process, Decision criteria, and Next yes.
• Other saved frameworks your workspace supports.

Choosing a preset gives you a starting structure. You can still edit the descriptions so they match your team's language.

Customize criteria

For each methodology criterion, describe what strong evidence looks like.

Good descriptions answer:

• What information should sellers or managers look for?
• What evidence should GTM Engine consider when reading calls, emails, notes, and CRM fields?
• What should count as missing, weak, or strong qualification evidence?

Keep descriptions specific enough that different users would evaluate the same deal similarly.

Save the methodology

Click Save Changes after selecting or editing the methodology.

Future opportunity analysis can use the saved framework to identify qualification gaps, summarize deal quality, and explain what information is still missing.

Gap Selling pie and deal score

Gap Selling opportunities show a numbered pie instead of the usual methodology circles. Each slice is colored by what the buyer has actually said, with a source:

• Green — buyer-stated, defined with specifics, and favorable to winning.
• Ready to confirm (shown green) — every input came from the buyer, but the buyer hasn't acknowledged it yet. Put it in front of them.
• Yellow — incomplete, undefined ("we're losing millions"), or only the rep's words with the buyer agreeing.
• Red — we don't know yet, the data doesn't support moving forward (for example, a gap under 5x the price), or the buyer said no.
• Gray — not found yet, and not due at this point in the deal.

The rep's own read of a call is shown separately and never changes a slice. Each status also maps to a 1–10 number for reporting: green 10, ready to confirm 9, yellow 5, red (unfavorable) 2, other reds 1.

The deal score (0–100) weights Impact, Size of the gap, and Cost of inaction double and is capped at 39 while any "doesn't support moving forward" or "told us no" slice stands. Pace compares what you have with what should be known by now, so an early deal can show a red score with an on-track pace. Click any slice to see the buyer evidence behind it and what to go find on the next call.

When Gap Selling is selected, GTM Engine also tracks reportable Gap Score fields on opportunities. These fields are Gap Selling-specific: GTM Engine generates and surfaces them when the organization uses Gap Selling, so teams using MEDDIC, BANT, SPICED, or a custom methodology should rely on their own methodology progress instead.

• Financial Gap — the total quantified annualized financial gap / cost of inaction.
• Gap Confidence — a 0–100 confidence score in the evidence and calculation behind that dollar value.
• Confidence-Weighted Gap — the financial gap after confidence weighting.
• Current-State Value — the buyer-validated cost, leakage, missed upside, or baseline in the current state.
• Desired-Outcome Value — the buyer-validated annual value of reaching the desired outcome.
• Gap-to-Price Multiple — the financial gap divided by the opportunity price.
• Business Case Status — healthy, at risk, or needs discovery based on whether the quantified gap supports the deal.
• Gap Evidence — structured citations that connect claims to meeting, transcript, activity, contact, or other source evidence.

Use the Gap-to-Price Multiple as a business-case check: compare one year of gap to the first-year price. At least 10x supports the deal, 5x–10x means you haven't found enough gap yet, and under 5x means the data doesn't support moving forward. If the status is at risk or needs discovery, use the next conversation to get current-state cost, the target, the timing, and root cause in the buyer's own words.

Stageless mode

Turn on Stageless: deals move by evidence, not stages in Sales Process to hide pipeline stages from reps and run every deal on its methodology evidence. It works with Gap Selling and with every other methodology.

• What's due now — for Gap Selling, the slices that are due and not yet green or ready to confirm. For other methodologies, any element scoring below 7 out of 10 (or not captured yet).
• Pace — On pace, Behind, At risk, or Not assessed. Gap Selling uses its pie pace; other methodologies use the average score (7 or more is on pace, 4 or more is behind, lower is at risk).
• Deal score — 0–100. Gap Selling uses its weighted deal score; other methodologies use the average score × 10.

With Stageless mode on:

• The Pipeline board shows On pace, Behind, At risk, and Not assessed columns sorted by deal score. Drag-and-drop is off because pace is earned from evidence, not set by hand.
• Forecast hides the Stage and Predicted Stage columns and filters and offers Pace and Deal score columns instead.
• The opportunity page shows pace and deal score in place of the stage timeline. Disqualify, Close won, and Close lost stay available.
• Call coaching grades each call against the evidence due now, with the Shared section of your sales playbook as guidance. The playbook editor shows only the Shared section.
• Path to Close, meeting prep, and any workflow or agent prompt that uses {{system.stage_playbook}} get the evidence due now instead of stage guidance. {{system.stageDurations}} and {{system.stageEntryExitCriteria}} resolve to empty.

Stages still sync from your CRM for reporting but are hidden from reps. CRM reports, won/lost detection, forecast categories mapped from stages, stage-change triggers, and forecast history keep working.