to the corresponding spoke in the Sales Decision Process Scorecard on the second next page of the Self-Assessment.
Your completed Sales Decision Process Scorecard will give you a clear presentation of which Sales Decision Process areas need attention.
Sales Decision Process
Scorecard Example
Example of how the finalized Scorecard can look like:
Sales Decision Process
Scorecard
Your Scores:
BEGINNING OF THE
SELF-ASSESSMENT:
Table of Contents
About The Art of Service7
Included Resources - how to access7
Purpose of this Self-Assessment9
How to use the Self-Assessment10
Sales Decision Process
Scorecard Example12
Sales Decision Process
Scorecard13
BEGINNING OF THE
SELF-ASSESSMENT:14
CRITERION #1: RECOGNIZE15
CRITERION #2: DEFINE:27
CRITERION #3: MEASURE:43
CRITERION #4: ANALYZE:57
CRITERION #5: IMPROVE:72
CRITERION #6: CONTROL:88
CRITERION #7: SUSTAIN:101
Sales Decision Process and Managing Projects, Criteria for Project Managers:126
1.0 Initiating Process Group: Sales Decision Process127
1.1 Project Charter: Sales Decision Process129
1.2 Stakeholder Register: Sales Decision Process131
1.3 Stakeholder Analysis Matrix: Sales Decision Process132
2.0 Planning Process Group: Sales Decision Process134
2.1 Project Management Plan: Sales Decision Process136
2.2 Scope Management Plan: Sales Decision Process138
2.3 Requirements Management Plan: Sales Decision Process141
2.4 Requirements Documentation: Sales Decision Process143
2.5 Requirements Traceability Matrix: Sales Decision Process145
2.6 Project Scope Statement: Sales Decision Process147
2.7 Assumption and Constraint Log: Sales Decision Process149
2.8 Work Breakdown Structure: Sales Decision Process151
2.9 WBS Dictionary: Sales Decision Process153
2.10 Schedule Management Plan: Sales Decision Process156
2.11 Activity List: Sales Decision Process158
2.12 Activity Attributes: Sales Decision Process160
2.13 Milestone List: Sales Decision Process162
2.14 Network Diagram: Sales Decision Process164
2.15 Activity Resource Requirements: Sales Decision Process166
2.16 Resource Breakdown Structure: Sales Decision Process168
2.17 Activity Duration Estimates: Sales Decision Process170
2.18 Duration Estimating Worksheet: Sales Decision Process173
2.19 Project Schedule: Sales Decision Process175
2.20 Cost Management Plan: Sales Decision Process177
2.21 Activity Cost Estimates: Sales Decision Process179
2.22 Cost Estimating Worksheet: Sales Decision Process181
2.23 Cost Baseline: Sales Decision Process183
2.24 Quality Management Plan: Sales Decision Process185
2.25 Quality Metrics: Sales Decision Process187
2.26 Process Improvement Plan: Sales Decision Process189
2.27 Responsibility Assignment Matrix: Sales Decision Process191
2.28 Roles and Responsibilities: Sales Decision Process193
2.29 Human Resource Management Plan: Sales Decision Process195
2.30 Communications Management Plan: Sales Decision Process197
2.31 Risk Management Plan: Sales Decision Process199
2.32 Risk Register: Sales Decision Process201
2.33 Probability and Impact Assessment: Sales Decision Process203
2.34 Probability and Impact Matrix: Sales Decision Process205
2.35 Risk Data Sheet: Sales Decision Process207
2.36 Procurement Management Plan: Sales Decision Process209
2.37 Source Selection Criteria: Sales Decision Process211
2.38 Stakeholder Management Plan: Sales Decision Process213
2.39 Change Management Plan: Sales Decision Process215
3.0 Executing Process Group: Sales Decision Process217
3.1 Team Member Status Report: Sales Decision Process219
3.2 Change Request: Sales Decision Process221
3.3 Change Log: Sales Decision Process223
3.4 Decision Log: Sales Decision Process225
3.5 Quality Audit: Sales Decision Process227
3.6 Team Directory: Sales Decision Process229
3.7 Team Operating Agreement: Sales Decision Process231
3.8 Team Performance Assessment: Sales Decision Process233
3.9 Team Member Performance Assessment: Sales Decision Process235
3.10 Issue Log: Sales Decision Process237
4.0 Monitoring and Controlling Process Group: Sales Decision Process239
4.1 Project Performance Report: Sales Decision Process241
4.2 Variance Analysis: Sales Decision Process243
4.3 Earned Value Status: Sales Decision Process245
4.4 Risk Audit: Sales Decision Process247
4.5 Contractor Status Report: Sales Decision Process249
4.6 Formal Acceptance: Sales Decision Process251
5.0 Closing Process Group: Sales Decision Process253
5.1 Procurement Audit: Sales Decision Process255
5.2 Contract Close-Out: Sales Decision Process257
5.3 Project or Phase Close-Out: Sales Decision Process259
5.4 Lessons Learned: Sales Decision Process261
Index263
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