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?