The Sales Team Has Just Finished Creating a Process Chart

question 204

Essay

The sales team has just finished creating a process chart of the sales-call process. After fifteen minutes of high-fiving, they decide to tape the flowchart to the conference room wall and stand back a safe distance admiring the many symbols on the chart. You join them, and while you don't know much about sales calls, your expertise in process analysis and improvement is well-respected. What would you look for in the chart that would let you know whether their sales-call process was well-conceived?

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Definitions:

Kelley's Covariation Model

A psychological theory that explains how individuals attribute cause to events based on the consistency, distinctiveness, and consensus of the event.

Consensus

General agreement among a group or community, often reached through collective deliberation.

External Factor

An influence originating outside an individual or system that significantly affects outcomes or decisions within it.

Kelley's Covariation Model

A theory in social psychology that explains how people attribute cause and effect based on the patterns of variability, consistency, and consensus.