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measure?

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      57. How are training requirements identified?

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

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

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

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      61. What extra resources will you need?

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      62. Who else hopes to benefit from it?

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

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

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

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

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

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

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      69. What is the problem or issue?

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      70. Are controls defined to recognize and contain problems?

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

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      72. What Sales Decision Process coordination do you need?

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      73. Who needs budgets?

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

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      75. Why the need?

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      76. What are the clients issues and concerns?

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      77. What needs to stay?

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

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

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      80. Which needs are not included or involved?

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      81. Who needs to know?

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      82. Why is this needed?

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      83. What information do users need?

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      84. Do you recognize Sales Decision Process achievements?

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      85. What is the recognized need?

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

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      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?

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

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      89. Are employees recognized for desired behaviors?

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

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      91. Are there any revenue recognition issues?

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      92. What resources or support might you need?

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

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      94. What are the Sales Decision Process resources needed?

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      95. Is the need for organizational change recognized?

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

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

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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 #2: DEFINE:

      INTENT: Formulate the stakeholder problem. Define the problem, needs and objectives.

      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 there any constraints known that bear on the ability to perform Sales Decision Process work? How is the team addressing them?

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      2. What are the Sales Decision Process use cases?

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      3. Does the team have regular meetings?

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      4. Are the Sales Decision Process requirements testable?

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      5. What is in scope?

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      6. How and when will the baselines be defined?

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      7. How would you define Sales Decision Process leadership?

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      8. How was the ‘as is’ process map developed, reviewed, verified and validated?

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      9. Is there a Sales Decision Process management charter, including stakeholder case, problem and goal statements, scope, milestones, roles and responsibilities, communication plan?

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      10. Has a project

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