WHY
Purpose
Improve a material customer or commercial decision—not ceremonial compliance.
Sales method discipline
Discovery quality
Turn conversations into confirmed needs, constraints, outcomes and evidence.
EVIDENCE
Minimum evidence
Decision criteria, source information, owner, outcome and material changes.
RISK
Quality risks
Gaming, unsupported assumptions, inconsistent application, poor handoffs and unverified claims.
MEASURE
Effectiveness measures
Customer outcome, decision quality, cycle time, failure demand and realised economic effect.
Implementation questions
- Which customer decision should this discipline improve?
- What observable behaviour and evidence define competent practice?
- How does control change with risk and complexity?
- How will coaching use real work without encouraging metric gaming?
- What outcome will show that the method is effective?