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Ask a room full of CEOs to rate their sales organization on a scale of 1 to 10. Their average answer lands somewhere around a 5.2.

Now ask those same CEOs if they have a sales methodology.

Most say yes.

That gap should bother you.

If sales methodologies delivered on their promises, you wouldn’t see organizations perpetually stuck in the middle.

You wouldn’t keep hearing the same frustrations quarter after quarter: pipeline isn’t big enough, deals stall, good people perform inconsistently, training didn’t stick.

The uncomfortable truth is that most sales methodologies aren’t methodologies at all. They are frameworks. Useful ones, in many cases. But frameworks designed to solve part of the problem have been mistaken for systems that solve the whole thing. SPIN. MEDDIC. Challenger. Miller Heiman. Each one has real value. None of them connects the system.

The result? Organizations layer tools on top of tools, call it a methodology, launch a training event, and wait for performance to change.

It doesn’t.

And yet the industry keeps selling the same box. And organizations keep buying it.

BUT There is a better way. It requires being honest about what you actually have, what’s genuinely missing, and what it’s costing you to stay where you are.

BETR has spent more than 3 decades addressing problems like these across hundreds of enterprise sales organizations.

Our Methodology Myth white paper is the honest account of what we’ve seen, why good intentions keep producing predictable disappointments, and what the path forward actually looks like.

If your sales organization is underperforming and you’ve already tried the methodology route, this is worth your time.