Sales Decision Process A Complete Guide - 2020 Edition. Gerardus Blokdyk
perform Sales Decision Process work when assigned and in a timely fashion?
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122. Is it clearly defined in and to your organization what you do?
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123. What is the definition of Sales Decision Process excellence?
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124. What are the requirements for audit information?
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125. Are roles and responsibilities formally defined?
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126. Have specific policy objectives been defined?
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127. Is there a completed SIPOC representation, describing the Suppliers, Inputs, Process, Outputs, and Customers?
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128. What scope do you want your strategy to cover?
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129. What is the context?
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130. Has/have the customer(s) been identified?
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131. Have all of the relationships been defined properly?
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132. Do the problem and goal statements meet the SMART criteria (specific, measurable, attainable, relevant, and time-bound)?
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133. Is Sales Decision Process currently on schedule according to the plan?
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134. What are the record-keeping requirements of Sales Decision Process activities?
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135. What was the context?
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136. Will team members regularly document their Sales Decision Process work?
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137. What key stakeholder process output measure(s) does Sales Decision Process leverage and how?
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138. Are approval levels defined for contracts and supplements to contracts?
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Add up total points for this section: _____ = Total points for this section
Divided by: ______ (number of statements answered) = ______ Average score for this section
Transfer your score to the Sales Decision Process Index at the beginning of the Self-Assessment.
CRITERION #3: MEASURE:
INTENT: Gather the correct data. Measure the current performance and evolution of the situation.
In my belief, the answer to this question is clearly defined:
5 Strongly Agree
4 Agree
3 Neutral
2 Disagree
1 Strongly Disagree
1. What happens if cost savings do not materialize?
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2. Have you made assumptions about the shape of the future, particularly its impact on your customers and competitors?
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3. How do you measure success?
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4. Are actual costs in line with budgeted costs?
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5. Do you have an issue in getting priority?
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6. What are the Sales Decision Process investment costs?
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7. Are the units of measure consistent?
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8. Why do you expend time and effort to implement measurement, for whom?
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9. Is the cost worth the Sales Decision Process effort ?
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10. What are the current costs of the Sales Decision Process process?
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11. What details are required of the Sales Decision Process cost structure?
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12. How will your organization measure success?
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13. How is performance measured?
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14. Are you aware of what could cause a problem?
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15. Are you taking your company in the direction of better and revenue or cheaper and cost?
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16. Does the Sales Decision Process task fit the client’s priorities?
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17. What methods are feasible and acceptable to estimate the impact of reforms?
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18. How are measurements made?
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19. When are costs are incurred?
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20. What are the uncertainties surrounding estimates of impact?
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21. How can you manage cost down?
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22. What is the total fixed cost?
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23. What are the costs of reform?
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24. What are the costs and benefits?
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25. How will measures be used to manage and adapt?
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26. How can you reduce costs?
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27. What are the costs of delaying Sales Decision Process action?
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28. How can you measure Sales Decision Process in a systematic way?
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29. Is there an opportunity to verify requirements?
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30. What could cause you to change course?
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31. How can a Sales Decision Process test verify your ideas or assumptions?
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32. What would be a real cause for concern?
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33. How do you measure variability?
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34. What does your operating model cost?
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35. What is the Sales Decision Process business impact?
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36. Where is it measured?
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37.