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perform Sales Decision Process work when assigned and in a timely fashion?

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      122. Is it clearly defined in and to your organization what you do?

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      123. What is the definition of Sales Decision Process excellence?

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      124. What are the requirements for audit information?

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      125. Are roles and responsibilities formally defined?

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      126. Have specific policy objectives been defined?

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      127. Is there a completed SIPOC representation, describing the Suppliers, Inputs, Process, Outputs, and Customers?

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      128. What scope do you want your strategy to cover?

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      129. What is the context?

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      130. Has/have the customer(s) been identified?

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      131. Have all of the relationships been defined properly?

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      132. Do the problem and goal statements meet the SMART criteria (specific, measurable, attainable, relevant, and time-bound)?

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      133. Is Sales Decision Process currently on schedule according to the plan?

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      134. What are the record-keeping requirements of Sales Decision Process activities?

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      135. What was the context?

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      136. Will team members regularly document their Sales Decision Process work?

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      137. What key stakeholder process output measure(s) does Sales Decision Process leverage and how?

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      138. Are approval levels defined for contracts and supplements to contracts?

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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 #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.

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