Sales Support Second Edition
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About this ebook
What are the implications of the one critical Sales Support decision 10 minutes, 10 months, and 10 years from now? Is the scope of Sales Support defined? How important is Sales Support to the user organizations mission? What is the best design framework for Sales Support organization now that, in a post industrial-age if the top-down, command and control model is no longer relevant? Are there Sales Support problems defined?
This best-selling Sales Support self-assessment will make you the principal Sales Support domain master by revealing just what you need to know to be fluent and ready for any Sales Support challenge.
How do I reduce the effort in the Sales Support work to be done to get problems solved? How can I ensure that plans of action include every Sales Support task and that every Sales Support outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Support costs are low? How can I deliver tailored Sales Support advice instantly with structured going-forward plans?
There’s no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Support essentials are covered, from every angle: the Sales Support self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Support outcomes are achieved.
Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Support practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Support are maximized with professional results.
Your purchase includes access details to the Sales Support self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria:
- The latest quick edition of the book in PDF
- The latest complete edition of the book in PDF, which criteria correspond to the criteria in...
- The Self-Assessment Excel Dashboard, and...
- Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation
…plus an extra, special, resource that helps you with project managing.
INCLUDES LIFETIME SELF ASSESSMENT UPDATES
Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.
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Book preview
Sales Support Second Edition - Gerardus Blokdyk
About The Art of Service
The Art of Service, Business Process Architects since 2000, is dedicated to helping stakeholders achieve excellence.
Defining, designing, creating, and implementing a process to solve a stakeholders challenge or meet an objective is the most valuable role… In EVERY group, company, organization and department.
Unless you’re talking a one-time, single-use project, there should be a process. Whether that process is managed and implemented by humans, AI, or a combination of the two, it needs to be designed by someone with a complex enough perspective to ask the right questions.
Someone capable of asking the right questions and step back and say, ‘What are we really trying to accomplish here? And is there a different way to look at it?’
With The Art of Service’s Standard Requirements Self-Assessments, we empower people who can do just that — whether their title is marketer, entrepreneur, manager, salesperson, consultant, Business Process Manager, executive assistant, IT Manager, CIO etc... —they are the people who rule the future. They are people who watch the process as it happens, and ask the right questions to make the process work better.
Contact us when you need any support with this Self-Assessment and any help with templates, blue-prints and examples of standard documents you might need:
http://theartofservice.com
service@theartofservice.com
Acknowledgments
This checklist was developed under the auspices of The Art of Service, chaired by Gerardus Blokdyk.
Representatives from several client companies participated in the preparation of this Self-Assessment.
Our deepest gratitude goes out to Matt Champagne, Ph.D. Surveys Expert, for his invaluable help and advise in structuring the Self Assessment.
In addition, we are thankful for the design and printing services provided.
Included Resources - how to access
Included with your purchase of the book is the Sales Support Self-Assessment Spreadsheet Dashboard which contains all questions and Self-Assessment areas and auto-generates insights, graphs, and project RACI planning - all with examples to get you started right away.
How? Simply send an email to
access@theartofservice.com
with this books’ title in the subject to get the Sales Support Self Assessment Tool right away.
You will receive the following contents with New and Updated specific criteria:
•The latest quick edition of the book in PDF
•The latest complete edition of the book in PDF, which criteria correspond to the criteria in...
•The Self-Assessment Excel Dashboard, and...
•Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation
•…plus an extra, special, resource that helps you with project managing.
INCLUDES LIFETIME SELF ASSESSMENT UPDATES
Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.
Get it now- you will be glad you did - do it now, before you forget.
Send an email to access@theartofservice.com with this books’ title in the subject to get the Sales Support Self Assessment Tool right away.
Your feedback is invaluable to us
If you recently bought this book, we would love to hear from you!
You can do this by writing a review on amazon (or the online store where you purchased this book) about your last purchase! As part of our continual service improvement process, we love to hear real client experiences and feedback.
How does it work?
To post a review on Amazon, just log in to your account and click on the Create Your Own Review button (under Customer Reviews) of the relevant product page. You can find examples of product reviews in Amazon. If you purchased from another online store, simply follow their procedures.
What happens when I submit my review?
Once you have submitted your review, send us an email at
review@theartofservice.com with the link to your review so we can properly thank you for your feedback.
Purpose of this Self-Assessment
This Self-Assessment has been developed to improve understanding of the requirements and elements of Sales Support, based on best practices and standards in business process architecture, design and quality management.
It is designed to allow for a rapid Self-Assessment to determine how closely existing management practices and procedures correspond to the elements of the Self-Assessment.
The criteria of requirements and elements of Sales Support have been rephrased in the format of a Self-Assessment questionnaire, with a seven-criterion scoring system, as explained in this document.
In this format, even with limited background knowledge of Sales Support, a manager can quickly review existing operations to determine how they measure up to the standards. This in turn can serve as the starting point of a ‘gap analysis’ to identify management tools or system elements that might usefully be implemented in the organization to help improve overall performance.
How to use the Self-Assessment
On the following pages are a series of questions to identify to what extent your Sales Support initiative is complete in comparison to the requirements set in standards.
To facilitate answering the questions, there is a space in front of each question to enter a score on a scale of ‘1’ to ‘5’.
1 Strongly Disagree
2 Disagree
3 Neutral
4 Agree
5 Strongly Agree
Read the question and rate it with the following in front of mind:
‘In my belief,
the answer to this question is clearly defined’.
There are two ways in which you can choose to interpret this statement;
1.how aware are you that the answer to the question is clearly defined
2.for more in-depth analysis you can choose to gather evidence and confirm the answer to the question. This obviously will take more time, most Self-Assessment users opt for the first way to interpret the question and dig deeper later on based on the outcome of the overall Self-Assessment.
A score of ‘1’ would mean that the answer is not clear at all, where a ‘5’ would mean the answer is crystal clear and defined. Leave emtpy when the question is not applicable or you don’t want to answer it, you can skip it without affecting your score. Write your score in the space provided.
After you have responded to all the appropriate statements in each section, compute your average score for that section, using the formula provided, and round to the nearest tenth. Then transfer to the corresponding spoke in the Sales Support Scorecard on the second next page of the Self-Assessment.
Your completed Sales Support Scorecard will give you a clear presentation of which Sales Support areas need attention.
Sales Support
Scorecard Example
Example of how the finalized Scorecard can look like:
Sales Support
Scorecard
Your Scores:
BEGINNING OF THE
SELF-ASSESSMENT:
Table of Contents
About The Art of Service7
Acknowledgments8
Included Resources - how to access8
Your feedback is invaluable to us10
Purpose of this Self-Assessment10
How to use the Self-Assessment11
Sales Support
Scorecard Example13
Sales Support
Scorecard14
BEGINNING OF THE
SELF-ASSESSMENT:15
CRITERION #1: RECOGNIZE16
CRITERION #2: DEFINE:23
CRITERION #3: MEASURE:34
CRITERION #4: ANALYZE:46
CRITERION #5: IMPROVE:55
CRITERION #6: CONTROL:67
CRITERION #7: SUSTAIN:78
Sales Support and Managing Projects, Criteria for Project Managers:102
1.0 Initiating Process Group: Sales Support103
1.1 Project Charter: Sales Support105
1.2 Stakeholder Register: Sales Support107
1.3 Stakeholder Analysis Matrix: Sales Support108
2.0 Planning Process Group: Sales Support110
2.1 Project Management Plan: Sales Support112
2.2 Scope Management Plan: Sales Support114
2.3 Requirements Management Plan: Sales Support116
2.4 Requirements Documentation: Sales Support118
2.5 Requirements Traceability Matrix: Sales Support120
2.6 Project Scope Statement: Sales Support122
2.7 Assumption and Constraint Log: Sales Support124
2.8 Work Breakdown Structure: Sales Support126
2.9 WBS Dictionary: Sales Support128
2.10 Schedule Management Plan: Sales Support130
2.11 Activity List: Sales Support132
2.12 Activity Attributes: Sales Support134
2.13 Milestone List: Sales Support136
2.14 Network Diagram: Sales Support138
2.15 Activity Resource Requirements: Sales Support140
2.16 Resource Breakdown Structure: Sales Support142
2.17 Activity Duration Estimates: Sales Support144
2.18 Duration Estimating Worksheet: Sales Support146
2.19 Project Schedule: Sales Support148
2.20 Cost Management Plan: Sales Support150
2.21 Activity Cost Estimates: Sales Support152
2.22