Sales Managers need to trust their teams, but they also have to ensure that they don’t become a victim of a seller’s overconfidence, optimism, or inexperience. When it comes to conducting opportunity reviews, verifiable outcomes serve as necessary inspection points.

  • Verifiable outcomes are tied to the milestones in the sales process.
  • Milestones help assess what has been accomplished, and what has yet to be done.



Dario Priolo
Author:
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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