Sales Decision Process A Complete Guide - 2020 Edition. Gerardus Blokdyk
chart, or similar been developed/completed?
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11. What baselines are required to be defined and managed?
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12. Has a team charter been developed and communicated?
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13. Is scope creep really all bad news?
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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?
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15. Is Sales Decision Process linked to key stakeholder goals and objectives?
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16. Has the improvement team collected the ‘voice of the customer’ (obtained feedback – qualitative and quantitative)?
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17. What gets examined?
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18. How will the Sales Decision Process team and the group measure complete success of Sales Decision Process?
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19. What is out of scope?
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20. Who is gathering Sales Decision Process information?
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21. Who are the Sales Decision Process improvement team members, including Management Leads and Coaches?
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22. Who defines (or who defined) the rules and roles?
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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?
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24. How do you gather requirements?
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25. Will a Sales Decision Process production readiness review be required?
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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?
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27. Has a high-level ‘as is’ process map been completed, verified and validated?
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28. Has everyone on the team, including the team leaders, been properly trained?
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29. What is out-of-scope initially?
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30. Why are you doing Sales Decision Process and what is the scope?
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31. Is there a critical path to deliver Sales Decision Process results?
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32. What information should you gather?
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33. Do you have organizational privacy requirements?
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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?
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35. How do you gather the stories?
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36. What are the rough order estimates on cost savings/opportunities that Sales Decision Process brings?
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37. What are the compelling stakeholder reasons for embarking on Sales Decision Process?
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38. What is the worst case scenario?
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39. What constraints exist that might impact the team?
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40. How would you define the culture at your organization, how susceptible is it to Sales Decision Process changes?
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41. What information do you gather?
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42. How do you hand over Sales Decision Process context?
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43. What are the dynamics of the communication plan?
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44. Is data collected and displayed to better understand customer(s) critical needs and requirements.
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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?
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46. In what way can you redefine the criteria of choice clients have in your category in your favor?
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47. Do you have a Sales Decision Process success story or case study ready to tell and share?
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48. When are meeting minutes sent out? Who is on the distribution list?
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49. Has the direction changed at all during the course of Sales Decision Process? If so, when did it change and why?
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50. What defines best in class?
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51. How do you think the partners involved in Sales Decision Process would have defined success?
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52. What scope to assess?
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53. Does the scope remain the same?
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54. How do you manage changes in Sales Decision Process requirements?
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55. Are required metrics defined, what are they?
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56. Is the Sales Decision Process scope complete and appropriately sized?
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57. Have the customer needs been translated into specific, measurable requirements? How?
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58. What are the Sales Decision Process tasks and definitions?
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59. How do you manage scope?
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60. What customer feedback methods were used to solicit their input?
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61. How do you manage unclear Sales Decision Process requirements?
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62. What is the scope of the Sales Decision Process effort?
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63. What would be the goal or target for a Sales Decision Process’s improvement team?
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64. Where can you gather more information?
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