Monthly Archives: January 2012
Last week, I shared how sales organizations can stop driving with their rear-view mirror and turn on their headlights with predictive analytics. At Richardson, we call them verifiable outcomes.
For as long as business has been conducted, most sales organizations have attempted to measure their progress and success – yet, they have done so by reviewing results on a retroactive basis rather than utilizing verifiable outcomes. Pipeline conversion, target achievement, and forecast accuracy are common measures. The issue is that these are outcomes that have already occurred. Imagine driving a car by looking through your rear-view mirror. Not a great way to get where you want to go.
New Whitepaper from Richardson: Using Verifiable Outcomes in the Sales Process to Change and Track Behavior.
The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement. Richardson’s new whitepaper explores how to identify and use verifiable outcomes that are leading indicators of customer engagement.