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Sales process audit


What is the sales audit about?

The sales audit is an analysis and evaluation of the current sales process and its phases and checking if it fits the Customer Buying Cycle. It also gives you insight into your CRM, showing if it corresponds with your sales process and how to optimize it. In special cases, when the CRM does not meet the requirements of your sales process, we will conduct a market analysis and propose new systems that will suit your process the best. 

What can I gain by auditing my sales?

By auditing your sales with us you get: 

  1. Information about whether your sales process has all the necessary phases and if it is properly planned. We will optimize the existing process or create a brand new one 
  2. Improved elevator pitch. If you do not have it, we will create one specially tailored to your company
  3. Recommendations about CRM that will best fit your needs 
  4. Checking if your sales process includes the psychological typologies of the clients. If not, you will receive a set of recommendations about the typologies, so that your sales reps will be able to implement them and increase their effectiveness.

After the audit you receive a report that describes the status of the process and gives clear recommendations about any possible improvements.

What are the key elements that I can improve thanks to an audit?

  • Conversion of cold calling to set up meetings 
  • Conversion of meetings to sent offers 
  • Conversion of sent offers to signed deals 
  • Conversion of signed deals to renewed deals 

Are the daily operations of the sales department part of the audit?

In the extended approach, the daily operations can be audited to find areas that can be optimized, unnecessary actions can be eliminated, thus helping the team to focus on things that bring them closer to their sales goals. In the end, you need to have a schedule of work, which includes your KPI. They have to reflect different time frames: monthly, weekly, daily, and, in some cases, even hourly. 

What are the most common mistakes diagnosed by sales audit?

The most commonly made mistakes found during the sales audit are:

  • Lack of a written-down sales process 
  • Sales process is written down, but it looks completely different in real life 
  • Lack of a proper elevator pitch, which is crucial to setting up meetings
  • Sales reps, even the very best ones, do not recognize the psychological typologies of the customers, or use typologies that are complicated and difficult to implement in practice. Worse yet, they might act purely on intuition 
  • Lack, or incorrect use of negotiation techniques
  • Lack, or incorrect use of sales closing techniques
  • Sales reps use the paraphrases incorrectly 
  • Sales reps use the 3 x YES rule incorrectly 

How can I monitor the implementation of the improvements proposed by an audit?

After finishing your audit you should receive a control checklist that will help you monitor the implementation of the improvements. To make sure that your sales reps fully internalize the sales process you should receive a coaching card, which will help you diagnose any deviation from the sales process. It will allow you to decide whether it is the sales rep that should work on his weaknesses or rather if it is another particular element of the process that needs improvement.

I want to audit my sales. What to do next?

If you want to audit your sales you have to find a company that will be capable of doing it. You can ask our specialists for assistance.

Contact me about auditing my sales.

What to look for in a company that can audit your sales?

Follow these simple Golden Rules:

  1. The person auditing your company needs to be actively selling, and have enormous experience. Auditors without proper sales experience might not know what they are talking about, and they can actually lead you in the wrong direction. 
  2. Verify what type of sales the auditors have the most experience with:
    • SMB, big companies, corporations
    • Sales focused on closing at the first meeting, or months-long negotiations 
    • What types of CRM were used 
    • In the field or telesales
    • Is the structure dispersed (over country, Europe, world) or is it based in one location

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