Question: Evaluate this step of a sales process: Product demonstrated.
- 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 should focus on actions that advance the buyer’s journey, not just internal activities. “Product demonstrated” reflects a sales action rather than the buyer’s engagement or decision-making. RevOps principles emphasize creating buyer-centric steps that drive measurable progress and outcomes. Buyer-centric steps ensure that each stage moves the opportunity forward in alignment with customer needs. Focusing on internal actions alone can reduce process effectiveness and predictability.
Why the other options are incorrect
A) Demonstrating a product may be required to advance the deal, so it is not inherently unnecessary.
B) The step is factual; the demonstration occurs as described.
C) The step is inspectable; completion can be verified in CRM or meeting logs.
Source for verification
Sales Process Optimization
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