- Expose actual sales effort levels
- Distinguish hunting vs. farming activities
- Pinpoint individual sales skill strengths and
weaknesses
- Predict individual salesperson results
- Establish objective and appropriate individual
expectations
- Track opportunity progress
- Identify hidden difficulties
- Intervene at appropriate time to influence
outcome
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- Separate the buyers from information seekers
- Determine “real” opportunity progress
- Appropriately plan next steps
- Shorten sales cycles
- Develop consistent sales performance (reducing
deep valleys)
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