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chart, or similar been developed/completed?

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      11. What baselines are required to be defined and managed?

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      12. Has a team charter been developed and communicated?

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      13. Is scope creep really all bad news?

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      14. Has anyone else (internal or external to the group) attempted to solve this problem or a similar one before? If so, what knowledge can be leveraged from these previous efforts?

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      15. Is Sales Decision Process linked to key stakeholder goals and objectives?

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      16. Has the improvement team collected the ‘voice of the customer’ (obtained feedback – qualitative and quantitative)?

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      17. What gets examined?

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      18. How will the Sales Decision Process team and the group measure complete success of Sales Decision Process?

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      19. What is out of scope?

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      20. Who is gathering Sales Decision Process information?

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      21. Who are the Sales Decision Process improvement team members, including Management Leads and Coaches?

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      22. Who defines (or who defined) the rules and roles?

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      23. How did the Sales Decision Process manager receive input to the development of a Sales Decision Process improvement plan and the estimated completion dates/times of each activity?

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      24. How do you gather requirements?

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      25. Will a Sales Decision Process production readiness review be required?

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      26. How will variation in the actual durations of each activity be dealt with to ensure that the expected Sales Decision Process results are met?

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      27. Has a high-level ‘as is’ process map been completed, verified and validated?

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      28. Has everyone on the team, including the team leaders, been properly trained?

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      29. What is out-of-scope initially?

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      30. Why are you doing Sales Decision Process and what is the scope?

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      31. Is there a critical path to deliver Sales Decision Process results?

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      32. What information should you gather?

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      33. Do you have organizational privacy requirements?

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      34. If substitutes have been appointed, have they been briefed on the Sales Decision Process goals and received regular communications as to the progress to date?

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      35. How do you gather the stories?

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      36. What are the rough order estimates on cost savings/opportunities that Sales Decision Process brings?

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      37. What are the compelling stakeholder reasons for embarking on Sales Decision Process?

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      38. What is the worst case scenario?

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      39. What constraints exist that might impact the team?

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      40. How would you define the culture at your organization, how susceptible is it to Sales Decision Process changes?

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      41. What information do you gather?

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      42. How do you hand over Sales Decision Process context?

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      43. What are the dynamics of the communication plan?

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      44. Is data collected and displayed to better understand customer(s) critical needs and requirements.

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      45. Is the improvement team aware of the different versions of a process: what they think it is vs. what it actually is vs. what it should be vs. what it could be?

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      46. In what way can you redefine the criteria of choice clients have in your category in your favor?

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      47. Do you have a Sales Decision Process success story or case study ready to tell and share?

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      48. When are meeting minutes sent out? Who is on the distribution list?

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      49. Has the direction changed at all during the course of Sales Decision Process? If so, when did it change and why?

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      50. What defines best in class?

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      51. How do you think the partners involved in Sales Decision Process would have defined success?

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      52. What scope to assess?

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      53. Does the scope remain the same?

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      54. How do you manage changes in Sales Decision Process requirements?

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      55. Are required metrics defined, what are they?

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      56. Is the Sales Decision 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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