Category Archives: Sales Performance Improvement

February 13th, 2012

6 Ways to Create a Winning Sales Proposal

By David DiStefano, President and CEO of Richardson

Your sales proposal may be your only foot in the door to a potential client. Here are 6 tips to make sure your sales proposal engages, educates and convinces from start to finish.

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January 23rd, 2012

Understanding 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.

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January 12th, 2012

Using Verifiable Outcomes in the Sales Process to Change and Track Behavior

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.

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