What internal reference materials should I be referencing during this step?
Who is involved? Based on which criteria should something get reassigned to someone else?
What are we supposed to do next (after talking to the customer/prospect or after sending the proposal)?
What type of follow up cadence is expected?
What types of tasks are expected to happen and by whom?
What types of follow up reminders are needed and for whom?
What tools are being used today by the people who are currently performing these steps?
Where is the data being captured and managed today? (Salesforce? Salesforce plus Outlook, Excel or Google Sheets?)
Who else is permitted to have access to this data? Should they have read only access? Edit access?
Who else on the team does these steps today?
What does this team’s org structure look like today?
What are the most painful aspects of this process that the team is struggling with today?
Which steps in this process are begging to be automated?
Which steps in this process are already automated today? Is that automation working to introduce efficiencies for the team, or is it creating more of a complicated mess?
When exploring any automation, have we defined every exception that could potentially arise where this automation should NOT happen?
What reports/metrics/dashboards are important to measure this team’s success? Who needs to see them?
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