Question: Evaluate this step of a sales process: Buyer stopped responding to outreach.
- 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 represent an actionable task that advances the deal. “Buyer stopped responding” is a passive observation, not an action the sales team can control or act upon. RevOps principles emphasize defining required, actionable, and outcome-oriented steps to create predictable and efficient workflows. Including non-required steps adds unnecessary complexity and does not improve conversion or process reliability. Required steps ensure consistency and accountability across the sales team.
Why the other options are incorrect
B) The step is factual; it accurately describes buyer behavior.
C) The step is inspectable; it can be verified in CRM logs.
D) The step reflects the buyer’s actions, so it is buyer-centric.
Source for verification
Sales Process Optimization
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