Decision Criteria – internal inspection questions

Decision Criteria section – Dc : Inspection questions sales leaders

Status Grey – just getting started, introduced criteria during discovery.

Guiding Light Principle:  Document

  • Tell me what the decision criterion is?
  • Is the criteria document attached in sf.com? Let’s look at it.
  • Describe to me how you can influence it?
  • Did they use our template?
  • Is it strong enough?

Status Yellow – Criteria exists – you are influencing the criteria with connections to business outcomes and your differentiators.

Guiding Light Principal – Influence – Can you influence the criteria to favor you, set traps for the competition, gain concensus & help you avoid “No Decision”

  • Did our SE confirm the links of the capabilities to the business metrics?
  • Explain to me the weighting in the DC?
  • Tell me which stakeholder provided the most input?
  • What business metrics would the EB care most about?
  • How does your champion feel about the DC?
  • Is this a fair fight?
  • What competitive traps are set?

Status Green –  Criteria are documented and locked out the competition

Guiding Light Principle: Control  –  You have been able to influence the criteria, have it tied to business outcomes that matter and or you have set traps for the competition including the “No Decision” contingent.

  • Has the input from the EB been incorporated in the DC and has he/she seen the document?
  • How is your champion managing any changes to the DC?
  • Is the Dc the major driver for the technical validation event we are jointly executing?
  • Is your champion comfortable with defending the objectivity of this document to the EB?
  • Did you spring the competitive traps?