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

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      65. Who is gathering information?

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      66. Are all requirements met?

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      67. How is the team tracking and documenting its work?

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      68. Are audit criteria, scope, frequency and methods defined?

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      69. What are the core elements of the Sales Decision Process business case?

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      70. Are customer(s) identified and segmented according to their different needs and requirements?

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      71. How have you defined all Sales Decision Process requirements first?

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      72. Is the team adequately staffed with the desired cross-functionality? If not, what additional resources are available to the team?

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      73. What is the scope of Sales Decision Process?

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      74. Are the Sales Decision Process requirements complete?

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      75. Is there any additional Sales Decision Process definition of success?

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      76. Is the team equipped with available and reliable resources?

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      77. Is there regularly 100% attendance at the team meetings? If not, have appointed substitutes attended to preserve cross-functionality and full representation?

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      78. How do you keep key subject matter experts in the loop?

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      79. What system do you use for gathering Sales Decision Process information?

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      80. What is the scope of the Sales Decision Process work?

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      81. What critical content must be communicated – who, what, when, where, and how?

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      82. How often are the team meetings?

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      83. What is in the scope and what is not in scope?

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      84. What Sales Decision Process requirements should be gathered?

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      85. Are resources adequate for the scope?

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      86. Is there a completed, verified, and validated high-level ‘as is’ (not ‘should be’ or ‘could be’) stakeholder process map?

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      87. Scope of sensitive information?

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      88. Are different versions of process maps needed to account for the different types of inputs?

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      89. The political context: who holds power?

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      90. Who approved the Sales Decision Process scope?

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      91. Is the current ‘as is’ process being followed? If not, what are the discrepancies?

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      92. Are accountability and ownership for Sales Decision Process clearly defined?

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      93. What are the boundaries of the scope? What is in bounds and what is not? What is the start point? What is the stop point?

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      94. Is the scope of Sales Decision Process defined?

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      95. How does the Sales Decision Process manager ensure against scope creep?

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      96. Have all basic functions of Sales Decision Process been defined?

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      97. Are there different segments of customers?

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      98. Has your scope been defined?

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      99. Has the Sales Decision Process work been fairly and/or equitably divided and delegated among team members who are qualified and capable to perform the work? Has everyone contributed?

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      100. What are (control) requirements for Sales Decision Process Information?

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      101. What is a worst-case scenario for losses?

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      102. How do you build the right business case?

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      103. What knowledge or experience is required?

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      104. When is/was the Sales Decision Process start date?

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      105. Is the Sales Decision Process scope manageable?

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      106. What specifically is the problem? Where does it occur? When does it occur? What is its extent?

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      107. How can the value of Sales Decision Process be defined?

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      108. What sources do you use to gather information for a Sales Decision Process study?

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      109. What is the definition of success?

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      110. What happens if Sales Decision Process’s scope changes?

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      111. Do you all define Sales Decision Process in the same way?

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      112. What are the tasks and definitions?

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      113. Has a Sales Decision Process requirement not been met?

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      114. When is the estimated completion date?

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      115. Is special Sales Decision Process user knowledge required?

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      116. How do you catch Sales Decision Process definition inconsistencies?

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      117. What are the Roles and Responsibilities for each team member and its leadership? Where is this documented?

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      118. Is there a clear Sales Decision Process case definition?

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      119. Are task requirements clearly defined?

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      120. What sort of initial information to gather?

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      121. Will team