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