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