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Verifiable outcomes
Verifiable outcomes
Harry Dunklin
Harry Dunklin

Richardson’s New White Paper Helps Sales Leaders Gain Insight into the Accuracy and Quality of Their Teams’ Forecasts

Philadelphia, PA — February 02, 2012 /PRNewswire/ — Richardson, a leading global sales training and performance improvement firm, today announced the release of a new white paper, Using Verifiable Outcomes in the Sales Process to Change and Track Behavior. Verifiable outcomes are those few tangible indicators that give sales leaders insight into the accuracy and quality of their teams’ forecasts.

Today, sales leaders face increasing pressure to accurately forecast and produce results. Historically, sales leaders rely on “lagging indicators” to monitor critical sales metrics — putting sales leaders in the position of trying to drive results forward by looking in the rear-view mirror.

“Many companies already employ verifiable outcomes in their sales process. The key is to identify outcomes that are truly leading indicators of customer engagement. The result leads to greater confidence in sales forecasts and, ultimately, in business results,” says Harry Dunklin, Richardson’s SVP of Sales Readiness.

This compelling article, written by Harry Dunklin, provides value for those exploring ways to increase the reliability of their sales pipeline and forecasting. This article explores:

This complimentary article, Using Verifiable Outcomes in the Sales Process to Change and Track Behavior, is available on Richardson’s website by clicking here. Please contact Jim Brodo, SVP Marketing, at jim.brodo@richardson.com with any questions or to learn more about the Richardson Sales Readiness Practice.

About Richardson
Richardson (http://www.richardson.com) is a global sales performance company that helps leading organizations improve sales results. We do this in three ways. We analyze the structure and talent of your sales force, we train and develop your sales team, and we continue that development through coaching and reinforcement. We equip your sales leaders and sales force with the skills and strategies they need to win in today’s complex selling environment. What is unique about Richardson is how we create truly customized solutions that change behavior and provide measurable results.

Media Contact

James A. Brodo
215-940-9255 (P)
jim.brodo@richardson.com