Customize Sales Methodology in Outreach

Objective 

This article explains how Outreach Admins can customize and manage the Sales Methodology fields for their organization. The configuration is based on the MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition).

Applies To

• Outreach Admins
• Outreach users

Procedure

Enable Sales Methodology

1. Navigate to Administration > Tools > Sales Methodology.

2. In the top-right corner of the screen, enable the toggle switch.

3. Once enabled, Sales Methodology will be activated for your organization.

What Happens Next:
After enabling the feature:

• Sales Methodology fields will be displayed in the Opportunity list view.

• Slideout pane of an Opportunity will have a tab called "Methodology"

Configure Sales Methodology Fields

Outreach Admins can customize and manage the Sales Methodology fields for their organization. The configuration is based on the MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition).

Methodology fields

• The Sales Methodology configuration page supports the MEDDPICC framework by default.

• Fields shown on this page and enabled via toggles will appear in the Opportunity list view.

• Field Names:
  Admins can use the default field names as defined by the system or rename them under the Methodology columns.

• Hide Unused Fields:
  Use the toggle at the right end of each row to hide any fields that are not required.

• Reorder Fields:
  You can drag and drop rows to change the order of the fields as they appear in the list view.

Topic Mapping and AI Insights

• AI-generated insights are enabled by default and based on Kaia topics available in Outreach.

Field Mapping

• Each methodology field must be mapped to a custom Outreach field created by the Admin.

• The first column shows the label that appears in the Opportunity list view.

• Field mapping is mandatory — the configuration will not save unless every label is mapped to a field.
  
  Any changes made to the page will prompt a Save or Cancel option at the bottom.

1. Click Save to apply the updates, or Cancel to discard them.

Sales Methodology in the Opportunity List View

A new "Sales Methodology" column has been added to the default smart views in the Opportunity List View. This makes it easy to view and access Sales Methodology field values at a glance.

• The Sales Methodology column appears next to the new Activity column by default.

• Fields added by the Admin in the Sales Methodology settings will appear here as initials (e.g., M for Metrics, E for Economic Buyer), in the same order as configured.

• Hovering over an initial will show the full value of that field.

• Colored cells indicate that a value has been filled.

• Empty cells indicate the field has not been updated yet.

• A sparkle icon on a cell means there's an AI-generated suggestion for that field.

 Notes:

• Sorting and filtering are not available for this column.

• The column’s position can be changed using the “Manage Columns” option in the list view settings.

• Clicking on any part of this column will open the Opportunity’s slide-out pane, directly landing on the “Methodology” tab.

Methodology Tab in the Opportunity Slide-Out pane

The Methodology tab provides a detailed view of all Sales Methodology fields for a specific Opportunity, making it easier for sellers to review and update key deal information.

• The Methodology tab opens automatically when the Sales Methodology column is clicked in the Opportunity List View.

• At the top of the tab, you’ll see the initials of the configured Sales Methodology fields (e.g., M, E, D…).

• If a field has an AI-generated insight, a sparkle icon will appear on the initial.

Notes: 

• Each field is editable — sellers can manually update the values as needed.

• AI insights are shown near each field, offering guidance to help sellers make informed updates quickly and effectively.

• How are AI insights listed for each field? 
  To know more, check out this page: Deal Agent which provide AI insights for Sales methodology fields.