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 members 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?
