Question: Evaluate this step of a sales process: Buyer discussed our product with their team.
- This step isn’t required.
- This step isn’t factual.
- This step isn’t inspectable.
- This step isn’t buyer-centric.
Explanation
Steps in a sales process must be inspectable, meaning they can be objectively verified by the sales team or management. A buyer discussing the product internally is an activity that cannot be confirmed or measured reliably. RevOps principles focus on creating processes with verifiable steps to ensure accountability and accurate forecasting. Non-inspectable steps introduce ambiguity and reduce process effectiveness. Inspectable steps allow consistent tracking and cross-team alignment.
Why the other options are incorrect
A) The step may be necessary for deal progression, so it is not inherently unnecessary.
B) The step is factual; the discussion may occur.
D) The step involves the buyer, so it is buyer-centric.
Source for verification
Sales Process Optimization
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