answer to this question is clearly defined’.
There are two ways in which you can choose to interpret this statement;
1.how aware are you that the answer to the question is clearly defined
2.for more in-depth analysis you can choose to gather evidence and confirm the answer to the question. This obviously will take more time, most Self-Assessment users opt for the first way to interpret the question and dig deeper later on based on the outcome of the overall Self-Assessment.
A score of ‘1’ would mean that the answer is not clear at all, where a ‘5’ would mean the answer is crystal clear and defined. Leave emtpy when the question is not applicable or you don’t want to answer it, you can skip it without affecting your score. Write your score in the space provided.
After you have responded to all the appropriate statements in each section, compute your average score for that section, using the formula provided, and round to the nearest tenth. Then transfer to the corresponding spoke in the Sales Decision Process Scorecard on the second next page of the Self-Assessment.
Your completed Sales Decision Process Scorecard will give you a clear presentation of which Sales Decision Process areas need attention.
Sales Decision Process
Scorecard Example
Example of how the finalized Scorecard can look like:
Sales Decision Process
Scorecard
Your Scores:
BEGINNING OF THE
SELF-ASSESSMENT:
Table of Contents
About The Art of Service7
Included Resources - how to access7
Purpose of this Self-Assessment9
How to use the Self-Assessment10
Sales Decision Process
Scorecard Example12
Sales Decision Process
Scorecard13
BEGINNING OF THE
SELF-ASSESSMENT:14
CRITERION #1: RECOGNIZE15
CRITERION #2: DEFINE:27
CRITERION #3: MEASURE:43
CRITERION #4: ANALYZE:57
CRITERION #5: IMPROVE:72
CRITERION #6: CONTROL:88
CRITERION #7: SUSTAIN:101
Sales Decision Process and Managing Projects, Criteria for Project Managers:126
1.0 Initiating Process Group: Sales Decision Process127
1.1 Project Charter: Sales Decision Process129
1.2 Stakeholder Register: Sales Decision Process131
1.3 Stakeholder Analysis Matrix: Sales Decision Process132
2.0 Planning Process Group: Sales Decision Process134
2.1 Project Management Plan: Sales Decision Process136
2.2 Scope Management Plan: Sales Decision Process138
2.3 Requirements Management Plan: Sales Decision Process141
2.4 Requirements Documentation: Sales Decision Process143
2.5 Requirements Traceability Matrix: Sales Decision Process145
2.6 Project Scope Statement: Sales Decision Process147
2.7 Assumption and Constraint Log: Sales Decision Process149
2.8 Work Breakdown Structure: Sales Decision Process151
2.9 WBS Dictionary: Sales Decision Process153
2.10 Schedule Management Plan: Sales Decision Process156
2.11 Activity List: Sales Decision Process158
2.12 Activity Attributes: Sales Decision Process160
2.13 Milestone List: Sales Decision Process162
2.14 Network Diagram: Sales Decision Process164
2.15 Activity Resource Requirements: Sales Decision Process166
2.16 Resource Breakdown Structure: Sales Decision Process168
2.17 Activity Duration Estimates: Sales Decision Process170
2.18 Duration Estimating Worksheet: Sales Decision Process173
2.19 Project Schedule: Sales Decision Process175
2.20 Cost Management Plan: Sales Decision Process177
2.21 Activity Cost Estimates: Sales Decision Process179
2.22 Cost Estimating Worksheet: Sales Decision Process181
2.23 Cost Baseline: Sales Decision Process183
2.24 Quality Management Plan: Sales Decision Process185
2.25 Quality Metrics: Sales Decision Process187
2.26 Process Improvement Plan: Sales Decision Process189
2.27 Responsibility Assignment Matrix: Sales Decision Process191
2.28 Roles and Responsibilities: Sales Decision Process193
2.29 Human Resource Management Plan: Sales Decision Process195
2.30 Communications Management Plan: Sales Decision Process197
2.31 Risk Management Plan: Sales Decision Process199
2.32 Risk Register: Sales Decision Process201
2.33 Probability and Impact Assessment: Sales Decision Process203
2.34 Probability and Impact Matrix: Sales Decision Process205
2.35 Risk Data Sheet: Sales Decision Process207
2.36 Procurement Management Plan: Sales Decision Process209
2.37 Source Selection Criteria: Sales Decision Process211
2.38 Stakeholder Management
