1.4 What questions should I ask?
- What is this step about?
- Why are we doing it?
- What details do we need to capture at this step?
- 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?
0 comments