Methodology Setup

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Configuring your sales methodology tells Akoonu which opportunity fields represent your qualification criteria. Once configured, the stoplight and detail panel appear automatically across the platform — in Workbench, Pipeline Reviews, and on opportunity pages.

This article covers how to set up your methodology fields and optimize them for AI analysis.

Configuring methodology fields

1. Open the Akoonu app in Salesforce and go to the Setup tab.
2. Select Sales Methodology from the left menu.
3. Choose the opportunity fields that track your qualification criteria. For example, if you use MEDDPICC, select your fields for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition.
4. Reorder the fields by dragging them into the display order you prefer.
5. Click Save.

The fields can be any Salesforce field type — text, checkbox, picklist, or any other type that captures your methodology data.

Field descriptions matter

Akoonu’s AI uses your field descriptions to drive methodology analysis. The better your field descriptions match your team’s definition of each methodology element, the more accurate the AI suggestions will be.

For example, a field description like “The person with budget authority to approve this purchase” produces better AI results than a generic label like “Economic Buyer.”

What happens after setup

Once saved, the methodology appears automatically in:

• Stoplight columns in Workbench and Pipeline Reviews opportunity lists
• Sales Process subtab in Workbench deal drill-downs
• Opportunity page widget (if added to the page layout — see Adding the Opportunity Page Widget)