Creating the Predictor Questions

Use actual experience to identify the 5 or 6 milestones in each level of the sales funnel.

Identifying the events to capture as milestones in the sales process can seem to be a large task, with unique circumstances of each sales opportunity curtailing the ability to find a common set.  However, examining several past losses will more than likely reveal a number of common issues that impeded sales events.  Think of them as channel markers, indicating where you should not go.  From that list, it is easy to identify the points of progress along the way.