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.
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An RFP arrives. You’ve been proactive. While you weren’t able to keep the opportunity out of the RFP process, you knew the RFP was coming and even influenced it. You also expect that the incumbent too has had influence.
David DiStefano, President and CEO of Richardson will be participating in an online panel discussion on sales effectiveness.
Richardson has released a new eBook called the Lighter side of Selling II – Sales Meeting Stories. The Lighter Side of Selling II is a fun look at real stories, anecdotes, and other events that sales professionals have experienced during an actual Sales Meeting. Here is a sample story. To download the full eBook, please click here.
You know your customers are smarter than ever. They are doing their homework aided in full by the internet. The big question for you is how has your “pitch” changed to keep up with your customers.
Richardson’s new eBook, The Roadmap to Scalable and Sustainable Sales Transformation, provides insights into how leading firms are reengineering their long-term sales strategies to respond to shifts in the buying process.