A sales audit may seem like a waste of time, but a modern sales department must continually assess where they are, what they are doing and how and when to move forward.
Realize the benefits of a sales audit when you take an open and honest approach to the activity.
Sales Audit Benefits
- Full review of the current processes and procedures
- Define value chains and value propositions
- Align goals with capabilities (adjust as necessary)
- Quantify the risks and contingencies
- Provides a clear road map for future growth
- Clarifies information for future decision making
A sales audit enables managers and decision makers to understand the ways in which the sales team can develop, how to define and achieve the required growth targets.
Practically, it makes sense to periodically perform a sales audit, as the business world is continually changing. As do the needs of clients, suppliers and staff. This change implies a continual need to understand the business goals and the motivation of the sales team, along with ways of achieving them.
Sales Audit Definition
A sales audit is a formal and technical way to understand and assess how you are managing your company. This includes factors such as:
- Your long-term goals and aspirations
- Growth plans
- Suitable systems and processes
- Staff development
Also, while ensuring that:
- Budgets are set and controlled
- Use of suitable tracking metrics
- Systems, software and processes work as intended
A correctly performed sales audit highlights any deficiencies in the current sales activities and provide an opportunity to realign the sales function with marketing and the wider business world. The ability to quickly identify and correct any missteps becomes critical in a fast-paced environment.
Call DVANA on 0333 006 3800 to start a Sales Audit.
Sales Audit Objectives
The following highlights some of the main objectives, you probably have others in mind:
- Brand position
- Value propositions
- Improvements in processes and activities
- Clear understanding of the current situation
- Controlling risk
- Allocating resources efficiently
- Identifying new markets
- Boosting efficiency between activities
- Resources deployed
- Tracking metrics fit for purpose
- Identifying skills gaps
- Creating a growth plan
- Finding errors or waste
- Defining contingency plans
- Adopting best practices
- Planning for infrastructure purchases
- Increased productivity
- Process improvement
Implementation of the recommendations of the sales audit give the sales team the boost they need. This sometimes means doing things differently, but in order to grow, or scale up, it becomes necessary to do new things. In turn this positive change, under management‘s control, serves to take the business to the next level.
Getting the correct partner to perform the sales audit is as important as anything else in business. You need someone who understands your business and who can identify the key sticking points. Seeing the business from an alternate perspective. That is the power of the external sales audit.
Your Sales Dept‘s Sales Audit - Clear Vision, Insight, and Understanding