Objective: To establish the sales operating environment, what sales methodologies have currency, key stages involved, what purchasing processes need to be managed
In broad terms can you describe the sales cycle?
What methods / philosophies have currency in the business?
How are new prospects identified and progressed through to “live” status
What is the process for responding to RFP’s and ITT’s in the context of an opportunity management strategy? [this may include the need to formulate SLAs]
Within a GAM / KAM structure what are the processes for maintaining and developing accounts?
Typically what other company resources are involved in the selling process?
What is tracked and measured?
What is the forecasting process?