Process scope complete and appropriately sized?
<--- Score
57. Have the customer needs been translated into specific, measurable requirements? How?
<--- Score
58. What are the Sales Decision Process tasks and definitions?
<--- Score
59. How do you manage scope?
<--- Score
60. What customer feedback methods were used to solicit their input?
<--- Score
61. How do you manage unclear Sales Decision Process requirements?
<--- Score
62. What is the scope of the Sales Decision Process effort?
<--- Score
63. What would be the goal or target for a Sales Decision Process’s improvement team?
<--- Score
64. Where can you gather more information?
<--- Score
65. Who is gathering information?
<--- Score
66. Are all requirements met?
<--- Score
67. How is the team tracking and documenting its work?
<--- Score
68. Are audit criteria, scope, frequency and methods defined?
<--- Score
69. What are the core elements of the Sales Decision Process business case?
<--- Score
70. Are customer(s) identified and segmented according to their different needs and requirements?
<--- Score
71. How have you defined all Sales Decision Process requirements first?
<--- Score
72. Is the team adequately staffed with the desired cross-functionality? If not, what additional resources are available to the team?
<--- Score
73. What is the scope of Sales Decision Process?
<--- Score
74. Are the Sales Decision Process requirements complete?
<--- Score
75. Is there any additional Sales Decision Process definition of success?
<--- Score
76. Is the team equipped with available and reliable resources?
<--- Score
77. Is there regularly 100% attendance at the team meetings? If not, have appointed substitutes attended to preserve cross-functionality and full representation?
<--- Score
78. How do you keep key subject matter experts in the loop?
<--- Score
79. What system do you use for gathering Sales Decision Process information?
<--- Score
80. What is the scope of the Sales Decision Process work?
<--- Score
81. What critical content must be communicated – who, what, when, where, and how?
<--- Score
82. How often are the team meetings?
<--- Score
83. What is in the scope and what is not in scope?
<--- Score
84. What Sales Decision Process requirements should be gathered?
<--- Score
85. Are resources adequate for the scope?
<--- Score
86. Is there a completed, verified, and validated high-level ‘as is’ (not ‘should be’ or ‘could be’) stakeholder process map?
<--- Score
87. Scope of sensitive information?
<--- Score
88. Are different versions of process maps needed to account for the different types of inputs?
<--- Score
89. The political context: who holds power?
<--- Score
90. Who approved the Sales Decision Process scope?
<--- Score
91. Is the current ‘as is’ process being followed? If not, what are the discrepancies?
<--- Score
92. Are accountability and ownership for Sales Decision Process clearly defined?
<--- Score
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?
<--- Score
94. Is the scope of Sales Decision Process defined?
<--- Score
95. How does the Sales Decision Process manager ensure against scope creep?
<--- Score
96. Have all basic functions of Sales Decision Process been defined?
<--- Score
97. Are there different segments of customers?
<--- Score
98. Has your scope been defined?
<--- Score
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?
<--- Score
100.
