Question: Evaluate this step of a sales process: Contract sent.
- 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 move the buyer toward a decision, not just internal sales activities. “Contract sent” reflects an action by the sales team rather than the buyer’s engagement or commitment. RevOps principles emphasize buyer-centric processes to ensure consistent, measurable progress and improved conversion rates. Focusing on internal actions alone does not guarantee that opportunities advance or that customer needs are addressed. Buyer-centric steps improve predictability and alignment across the sales team.
Why the other options are incorrect
A) Sending a contract may be required, so it is not inherently unnecessary.
B) The step is factual; the action can be verified.
C) The step is inspectable; it can be confirmed in CRM records or communication logs.
Source for verification
Sales Process Optimization
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