Sales Decision Process A Complete Guide - 2020 Edition. Gerardus Blokdyk

chart, or similar been developed/completed?

      <--- Score

      11. What baselines are required to be defined and managed?

      <--- Score

      12. Has a team charter been developed and communicated?

      <--- Score

      13. Is scope creep really all bad news?

      <--- Score

      14. Has anyone else (internal or external to the group) attempted to solve this problem or a similar one before? If so, what knowledge can be leveraged from these previous efforts?

      <--- Score

      15. Is Sales Decision Process linked to key stakeholder goals and objectives?

      <--- Score

      16. Has the improvement team collected the ‘voice of the customer’ (obtained feedback – qualitative and quantitative)?

      <--- Score

      17. What gets examined?

      <--- Score

      18. How will the Sales Decision Process team and the group measure complete success of Sales Decision Process?

      <--- Score

      19. What is out of scope?

      <--- Score

      20. Who is gathering Sales Decision Process information?

      <--- Score

      21. Who are the Sales Decision Process improvement team members, including Management Leads and Coaches?

      <--- Score

      22. Who defines (or who defined) the rules and roles?

      <--- Score

      23. How did the Sales Decision Process manager receive input to the development of a Sales Decision Process improvement plan and the estimated completion dates/times of each activity?

      <--- Score

      24. How do you gather requirements?

      <--- Score

      25. Will a Sales Decision Process production readiness review be required?

      <--- Score

      26. How will variation in the actual durations of each activity be dealt with to ensure that the expected Sales Decision Process results are met?

      <--- Score

      27. Has a high-level ‘as is’ process map been completed, verified and validated?

      <--- Score

      28. Has everyone on the team, including the team leaders, been properly trained?

      <--- Score

      29. What is out-of-scope initially?

      <--- Score

      30. Why are you doing Sales Decision Process and what is the scope?

      <--- Score

      31. Is there a critical path to deliver Sales Decision Process results?

      <--- Score

      32. What information should you gather?

      <--- Score

      33. Do you have organizational privacy requirements?

      <--- Score

      34. If substitutes have been appointed, have they been briefed on the Sales Decision Process goals and received regular communications as to the progress to date?

      <--- Score

      35. How do you gather the stories?

      <--- Score

      36. What are the rough order estimates on cost savings/opportunities that Sales Decision Process brings?

      <--- Score

      37. What are the compelling stakeholder reasons for embarking on Sales Decision Process?

      <--- Score

      38. What is the worst case scenario?

      <--- Score

      39. What constraints exist that might impact the team?

      <--- Score

      40. How would you define the culture at your organization, how susceptible is it to Sales Decision Process changes?

      <--- Score

      41. What information do you gather?

      <--- Score

      42. How do you hand over Sales Decision Process context?

      <--- Score

      43. What are the dynamics of the communication plan?

      <--- Score

      44. Is data collected and displayed to better understand customer(s) critical needs and requirements.

      <--- Score

      45. Is the improvement team aware of the different versions of a process: what they think it is vs. what it actually is vs. what it should be vs. what it could be?

      <--- Score

      46. In what way can you redefine the criteria of choice clients have in your category in your favor?

      <--- Score

      47. Do you have a Sales Decision Process success story or case study ready to tell and share?

      <--- Score

      48. When are meeting minutes sent out? Who is on the distribution list?

      <--- Score

      49. Has the direction changed at all during the course of Sales Decision Process? If so, when did it change and why?

      <--- Score

      50. What defines best in class?

      <--- Score

      51. How do you think the partners involved in Sales Decision Process would have defined success?

      <--- Score

      52. What scope to assess?

      <--- Score

      53. Does the scope remain the same?

      <--- Score

      54. How do you manage changes in Sales Decision Process requirements?

      <--- Score

      55. Are required metrics defined, what are they?

      <--- Score

      56. Is the Sales Decision Process scope complete and appropriately sized?

      <--- Score

      57. Have the customer needs been translated into specific, measurable requirements? How?

      <--- Score

      58. What are the Sales Decision Process tasks and definitions?

      <--- Score

      59. How do you manage scope?

      <--- Score

      60. What customer feedback methods were used to solicit their input?

      <--- Score

      61. How do you manage unclear Sales Decision Process requirements?

      <--- Score

      62. What is the scope of the Sales Decision Process effort?

      <--- Score

      63. What would be the goal or target for a Sales Decision Process’s improvement team?

      <--- Score

      64. Where can you gather more information?

      <---