DECISION CRITERIA: Inspection Questions for 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 consensus & 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?