A sales enablement service is being modified to improve the data that is presented to sales staff. This will be delivered as a series of incremental improvements. Which are the TWO BEST ways to…

Question

Options

• A1 and 2
• B2 and 3
• C3 and 4
• D1 and 4

• A
  10% (6)
• B
  19% (11)
• C
  64% (37)
• D
  7% (4)

Explanation

Option C is correct because meaningful measurement requires focusing on outcomes (the actual impact on sales staff performance and results) rather than outputs (the mere delivery of a feature or change). This principle applies both at the individual change level (option 3) and when evaluating the cumulative effect of multiple changes (option 4) - in both cases, you need to know what changed in the real world, not just what was shipped.

Options 1 and 2 are wrong because measuring by output only tells you that something was delivered (e.g., "we added a new data field"), not whether it actually improved anything - a delivered feature with no measurable effect on sales performance is worthless. Options A, B, and D fail because they each include at least one output-based measure, which is insufficient for a results-driven evaluation.

Memory tip: Think of it this way - outputs are what you make, outcomes are what you change. For a sales enablement service, the only thing that matters is whether sales staff perform better, not how many changes were deployed. When in doubt, always pick "outcome" over "output" in exam questions about measuring value or success.

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