Interview Questions to formulate a Business Problem Statement

Consider the AdviseInvest business case:

AdviseInvest is a venture-backed startup whose mission is to provide ordinary people with access to affordable financial advice. Potential AdviseInvest customers arrive at the AdviseInvest web site and fill out a customer profile with information about their goals and background. They then schedule a call with a sales representative for a particular one-hour window. AdviseInvest has four sales reps on staff during each particular one-hour window. Each sales rep is assigned two customers. The problem is that about 50% of the customers who schedule a call do not answer. Not only does this leave sales reps underutilized, it does so unevenly. For example, it is possible that one sales rep will not get to do sales calls during that hour, whereas another will be busy the entire hour with two calls. The Director of Sales has approached a small team of analysts (inside the company but not in Sales) asking for a solution to the problem.

One approach to solving the problem posed by the Director of Sales is to use predictive analytics models to identify customers who would be more likely to answer the call scheduled with the sales reps and prescriptive analytics models to decide how to allocate these customers to sales representatives.

You have a 1 hour interview scheduled with the Director of Sales and want to prepare beforehand by brainstorming a list of questions.What would you like to ask her during your interview?

What are a few questions you could ask?