Читать книгу Sales Decision Process A Complete Guide - 2020 Edition - Gerardus Blokdyk - Страница 9
ОглавлениеCRITERION #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?
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2. Have you made assumptions about the shape of the future, particularly its impact on your customers and competitors?
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3. How do you measure success?
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4. Are actual costs in line with budgeted costs?
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5. Do you have an issue in getting priority?
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6. What are the Sales Decision Process investment costs?
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7. Are the units of measure consistent?
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8. Why do you expend time and effort to implement measurement, for whom?
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9. Is the cost worth the Sales Decision Process effort ?
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10. What are the current costs of the Sales Decision Process process?
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11. What details are required of the Sales Decision Process cost structure?
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12. How will your organization measure success?
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13. How is performance measured?
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14. Are you aware of what could cause a problem?
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15. Are you taking your company in the direction of better and revenue or cheaper and cost?
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16. Does the Sales Decision Process task fit the client’s priorities?
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17. What methods are feasible and acceptable to estimate the impact of reforms?
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18. How are measurements made?
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19. When are costs are incurred?
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20. What are the uncertainties surrounding estimates of impact?
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21. How can you manage cost down?
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22. What is the total fixed cost?
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23. What are the costs of reform?
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24. What are the costs and benefits?
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25. How will measures be used to manage and adapt?
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26. How can you reduce costs?
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27. What are the costs of delaying Sales Decision Process action?
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28. How can you measure Sales Decision Process in a systematic way?
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29. Is there an opportunity to verify requirements?
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30. What could cause you to change course?
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31. How can a Sales Decision Process test verify your ideas or assumptions?
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32. What would be a real cause for concern?
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33. How do you measure variability?
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34. What does your operating model cost?
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35. What is the Sales Decision Process business impact?
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36. Where is it measured?
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37. How do you aggregate measures across priorities?
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38. Are supply costs steady or fluctuating?
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39. How can you measure the performance?
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40. How is the value delivered by Sales Decision Process being measured?
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41. How will you measure your Sales Decision Process effectiveness?
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42. What drives O&M cost?
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43. How will you measure success?
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44. What tests verify requirements?
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45. Will Sales Decision Process have an impact on current business continuity, disaster recovery processes and/or infrastructure?
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46. Do you effectively measure and reward individual and team performance?
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47. What relevant entities could be measured?
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48. Are the Sales Decision Process benefits worth its costs?
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49. How are costs allocated?
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50. Which measures and indicators matter?
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51. What causes extra work or rework?
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52. How can you reduce the costs of obtaining inputs?
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53. How do you verify the authenticity of the data and information used?
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54. What is your decision requirements diagram?
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55. Are missed Sales Decision Process opportunities costing your organization money?
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56. Which costs should be taken into account?
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57. Is it possible to estimate the impact of unanticipated complexity such as wrong or failed assumptions, feedback, etcetera on proposed reforms?
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58. Did you tackle the cause or the symptom?
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59. How frequently do you track Sales Decision Process measures?
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60. Are you able to realize any cost savings?
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61. Are the measurements objective?
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62. What are the Sales Decision Process key cost drivers?
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63. Do you have a flow diagram of what happens?
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64. How do you verify performance?
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65. Is the solution cost-effective?
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66. What is measured? Why?
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67. Are there measurements based on task performance?
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68. What could cause delays in the schedule?
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69. What do you measure and why?
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70. What are your primary costs, revenues, assets?
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71. What are your customers expectations and measures?
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72. What are allowable costs?
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73. What is the total cost related to deploying Sales Decision Process, including any consulting or professional services?
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74. How sensitive must the Sales Decision Process strategy be to cost?
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75. What are the strategic priorities for this year?
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76. When a disaster occurs, who gets priority?
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77. Where is the cost?
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78. What measurements are possible, practicable and meaningful?
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79. What are your operating costs?
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80. How to cause the change?
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81. What potential environmental factors impact the Sales Decision Process effort?
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82. Do the benefits outweigh the costs?
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83. What disadvantage does this cause for the user?
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84. How do your measurements capture actionable Sales Decision Process information for use in exceeding your customers expectations and securing your customers engagement?
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85. Who pays the cost?
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86. What does losing customers cost your organization?
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87. Why do the measurements/indicators matter?
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88. What is the root cause(s) of the problem?
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89. Have you included everything in your Sales Decision Process cost models?
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90. What causes innovation to fail or succeed in your organization?
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91. How do you prevent mis-estimating cost?
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92. Are there any easy-to-implement alternatives to Sales Decision Process? Sometimes other solutions are available that do not require the cost implications of a full-blown project?
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93. How long to keep data and how to manage retention costs?
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94. How will costs be allocated?
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95. What causes investor action?
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96. Has a cost center been established?
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97. Are there competing Sales Decision Process priorities?
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98. What can be used to verify compliance?
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99. How do you control the overall costs of your work processes?
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100. What causes mismanagement?
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101. Do you have any cost Sales Decision Process limitation requirements?
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102. How do you quantify and qualify impacts?
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103. Do you aggressively reward and promote the people who have the biggest impact on creating excellent Sales Decision Process services/products?
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104. What harm might be caused?
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105. What are the operational costs after Sales Decision Process deployment?
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106. What is the cause of any Sales Decision Process gaps?
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107. What evidence is there and what is measured?
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108. What measurements are being captured?
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109. What would it cost to replace your technology?
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110. What users will be impacted?
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111. When should you bother with diagrams?
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112. What do people want to verify?
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113. How much does it cost?
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114. How do you verify your resources?
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115. What is the cost of rework?
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116. Among the Sales Decision Process product and service cost to be estimated, which is considered hardest to estimate?
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117. Does a Sales Decision Process quantification method exist?
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118. What are the types and number of measures to use?
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119. Which Sales Decision Process impacts are significant?
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120. How do you verify the Sales Decision Process requirements quality?
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121. How will success or failure be measured?
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122. What are the estimated costs of proposed changes?
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123. Are Sales Decision Process vulnerabilities categorized and prioritized?
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124. How do you measure efficient delivery of Sales Decision Process services?
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125. What does a Test Case verify?
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126. What is your Sales Decision Process quality cost segregation study?
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127. At what cost?
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128. Who should receive measurement reports?
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129. What are hidden Sales Decision Process quality costs?
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130. How is progress measured?
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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.
