Question: Evaluate this step of a sales process: Buyer submitted “Contact Sales” form.
- This step isn’t required.
- This step isn’t factual.
- This step isn’t inspectable.
- This step isn’t buyer-centric.
Explanation
A step in a sales process should focus on actions that actively advance the deal or influence revenue. Simply noting that a buyer submitted a form is a passive event and does not require action from the sales team. RevOps-aligned processes prioritize steps that are actionable, measurable, and tied to outcomes. Including unnecessary steps adds complexity without improving efficiency or conversion. Required steps ensure the process drives predictable and repeatable results.
Why the other options are incorrect
B) The step is factual; the form submission is a real event.
C) The step is inspectable; it can be verified in the system.
D) The step does involve the buyer, so it is buyer-centric.
Source for verification
Sales Process Optimization
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