Sales Decision Process A Complete Guide - 2020 Edition. Gerardus Blokdyk

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СКАЧАТЬ Process scope complete and appropriately sized?

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      57. Have the customer needs been translated into specific, measurable requirements? How?

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      58. What are the Sales Decision Process tasks and definitions?

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      59. How do you manage scope?

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      60. What customer feedback methods were used to solicit their input?

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      61. How do you manage unclear Sales Decision Process requirements?

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      62. What is the scope of the Sales Decision Process effort?

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      63. What would be the goal or target for a Sales Decision Process’s improvement team?

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      64. Where can you gather more information?

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      65. Who is gathering information?

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      66. Are all requirements met?

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      67. How is the team tracking and documenting its work?

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      68. Are audit criteria, scope, frequency and methods defined?

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      69. What are the core elements of the Sales Decision Process business case?

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      70. Are customer(s) identified and segmented according to their different needs and requirements?

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      71. How have you defined all Sales Decision Process requirements first?

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      72. Is the team adequately staffed with the desired cross-functionality? If not, what additional resources are available to the team?

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      73. What is the scope of Sales Decision Process?

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      74. Are the Sales Decision Process requirements complete?

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      75. Is there any additional Sales Decision Process definition of success?

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      76. Is the team equipped with available and reliable resources?

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      77. Is there regularly 100% attendance at the team meetings? If not, have appointed substitutes attended to preserve cross-functionality and full representation?

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      78. How do you keep key subject matter experts in the loop?

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      79. What system do you use for gathering Sales Decision Process information?

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      80. What is the scope of the Sales Decision Process work?

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      81. What critical content must be communicated – who, what, when, where, and how?

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      82. How often are the team meetings?

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      83. What is in the scope and what is not in scope?

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      84. What Sales Decision Process requirements should be gathered?

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      85. Are resources adequate for the scope?

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      86. Is there a completed, verified, and validated high-level ‘as is’ (not ‘should be’ or ‘could be’) stakeholder process map?

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      87. Scope of sensitive information?

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      88. Are different versions of process maps needed to account for the different types of inputs?

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      89. The political context: who holds power?

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      90. Who approved the Sales Decision Process scope?

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      91. Is the current ‘as is’ process being followed? If not, what are the discrepancies?

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      92. Are accountability and ownership for Sales Decision Process clearly defined?

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      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?

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      94. Is the scope of Sales Decision Process defined?

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      95. How does the Sales Decision Process manager ensure against scope creep?

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      96. Have all basic functions of Sales Decision Process been defined?

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      97. Are there different segments of customers?

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      98. Has your scope been defined?

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      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?

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      100. СКАЧАТЬ