Читать книгу Sales Decision Process A Complete Guide - 2020 Edition - Gerardus Blokdyk - Страница 7

CRITERION #1: RECOGNIZE

INTENT: Be aware of the need for change. Recognize that there is an unfavorable variation, problem or symptom.

In my belief, the answer to this question is clearly defined:

5 Strongly Agree

4 Agree

3 Neutral

2 Disagree

1 Strongly Disagree

1. Are problem definition and motivation clearly presented?

<--- Score

2. Are there recognized Sales Decision Process problems?

<--- Score

3. Who needs to know about Sales Decision Process?

<--- Score

4. Which issues are too important to ignore?

<--- Score

5. How do you identify subcontractor relationships?

<--- Score

6. Are your goals realistic? Do you need to redefine your problem? Perhaps the problem has changed or maybe you have reached your goal and need to set a new one?

<--- Score

7. What are the timeframes required to resolve each of the issues/problems?

<--- Score

8. Which information does the Sales Decision Process business case need to include?

<--- Score

9. Would you recognize a threat from the inside?

<--- Score

10. What is the problem and/or vulnerability?

<--- Score

11. Can management personnel recognize the monetary benefit of Sales Decision Process?

<--- Score

12. Does your organization need more Sales Decision Process education?

<--- Score

13. Are losses recognized in a timely manner?

<--- Score

14. What is the extent or complexity of the Sales Decision Process problem?

<--- Score

15. Do you need to avoid or amend any Sales Decision Process activities?

<--- Score

16. Do you need different information or graphics?

<--- Score

17. What do you need to start doing?

<--- Score

18. What do employees need in the short term?

<--- Score

19. What tools and technologies are needed for a custom Sales Decision Process project?

<--- Score

20. For your Sales Decision Process project, identify and describe the business environment, is there more than one layer to the business environment?

<--- Score

21. What problems are you facing and how do you consider Sales Decision Process will circumvent those obstacles?

<--- Score

22. What Sales Decision Process events should you attend?

<--- Score

23. How does it fit into your organizational needs and tasks?

<--- Score

24. How do you take a forward-looking perspective in identifying Sales Decision Process research related to market response and models?

<--- Score

25. What is the smallest subset of the problem you can usefully solve?

<--- Score

26. What situation(s) led to this Sales Decision Process Self Assessment?

<--- Score

27. Does the problem have ethical dimensions?

<--- Score

28. What is the Sales Decision Process problem definition? What do you need to resolve?

<--- Score

29. How much are sponsors, customers, partners, stakeholders involved in Sales Decision Process? In other words, what are the risks, if Sales Decision Process does not deliver successfully?

<--- Score

30. What are your needs in relation to Sales Decision Process skills, labor, equipment, and markets?

<--- Score

31. What else needs to be measured?

<--- Score

32. Are there any specific expectations or concerns about the Sales Decision Process team, Sales Decision Process itself?

<--- Score

33. How are you going to measure success?

<--- Score

34. Who should resolve the Sales Decision Process issues?

<--- Score

35. How many trainings, in total, are needed?

<--- Score

36. Where is training needed?

<--- Score

37. What creative shifts do you need to take?

<--- Score

38. Does Sales Decision Process create potential expectations in other areas that need to be recognized and considered?

<--- Score

39. Is it needed?

<--- Score

40. How do you recognize an objection?

<--- Score

41. Is the quality assurance team identified?

<--- Score

42. What does Sales Decision Process success mean to the stakeholders?

<--- Score

43. Who needs what information?

<--- Score

44. Are there regulatory / compliance issues?

<--- Score

45. What needs to be done?

<--- Score

46. What are the minority interests and what amount of minority interests can be recognized?

<--- Score

47. Is it clear when you think of the day ahead of you what activities and tasks you need to complete?

<--- Score

48. Will a response program recognize when a crisis occurs and provide some level of response?

<--- Score

49. When a Sales Decision Process manager recognizes a problem, what options are available?

<--- Score

50. Who defines the rules in relation to any given issue?

<--- Score

51. What vendors make products that address the Sales Decision Process needs?

<--- Score

52. How are the Sales Decision Process’s objectives aligned to the group’s overall stakeholder strategy?

<--- Score

53. Are there Sales Decision Process problems defined?

<--- Score

54. How do you identify the kinds of information that you will need?

<--- Score

55. What Sales Decision Process capabilities do you need?

<--- Score

56. How can auditing be a preventative security measure?

<--- Score

57. How are training requirements identified?

<--- Score

58. As a sponsor, customer or management, how important is it to meet goals, objectives?

<--- Score

59. How do you recognize an Sales Decision Process objection?

<--- Score

60. What training and capacity building actions are needed to implement proposed reforms?

<--- Score

61. What extra resources will you need?

<--- Score

62. Who else hopes to benefit from it?

<--- Score

63. Looking at each person individually – does every one have the qualities which are needed to work in this group?

<--- Score

64. Do you know what you need to know about Sales Decision Process?

<--- Score

65. What prevents you from making the changes you know will make you a more effective Sales Decision Process leader?

<--- Score

66. What are the stakeholder objectives to be achieved with Sales Decision Process?

<--- Score

67. Do you have/need 24-hour access to key personnel?

<--- Score

68. Did you miss any major Sales Decision Process issues?

<--- Score

69. What is the problem or issue?

<--- Score

70. Are controls defined to recognize and contain problems?

<--- Score

71. To what extent does each concerned units management team recognize Sales Decision Process as an effective investment?

<--- Score

72. What Sales Decision Process coordination do you need?

<--- Score

73. Who needs budgets?

<--- Score

74. What would happen if Sales Decision Process weren’t done?

<--- Score

75. Why the need?

<--- Score

76. What are the clients issues and concerns?

<--- Score

77. What needs to stay?

<--- Score

78. Will new equipment/products be required to facilitate Sales Decision Process delivery, for example is new software needed?

<--- Score

79. What should be considered when identifying available resources, constraints, and deadlines?

<--- Score

80. Which needs are not included or involved?

<--- Score

81. Who needs to know?

<--- Score

82. Why is this needed?

<--- Score

83. What information do users need?

<--- Score

84. Do you recognize Sales Decision Process achievements?

<--- Score

85. What is the recognized need?

<--- Score

86. What are the expected benefits of Sales Decision Process to the stakeholder?

<--- Score

87. Think about the people you identified for your Sales Decision Process project and the project responsibilities you would assign to them, what kind of training do you think they would need to perform these responsibilities effectively?

<--- Score

88. Who are your key stakeholders who need to sign off?

<--- Score

89. Are employees recognized for desired behaviors?

<--- Score

90. Have you identified your Sales Decision Process key performance indicators?

<--- Score

91. Are there any revenue recognition issues?

<--- Score

92. What resources or support might you need?

<--- Score

93. Will Sales Decision Process deliverables need to be tested and, if so, by whom?

<--- Score

94. What are the Sales Decision Process resources needed?

<--- Score

95. Is the need for organizational change recognized?

<--- Score

96. Are employees recognized or rewarded for performance that demonstrates the highest levels of integrity?

<--- Score

97. Are you dealing with any of the same issues today as yesterday? What can you do about this?

<--- Score

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.