A good sales process doesn’t always mean constant sales success. It’s inevitable that companies, management teams, and employees alike will need to pivot from time to time as circumstances change and their business goals evolve. No matter the change, transforming your business processes can be a difficult and overwhelming feat to take on alone. Products may need to be redeveloped, certain processes may need to be sunset, or employees may need to be upskilled to face new challenges.
Setting your sales team up for success is undoubtedly a multi-step process, but one key element involves an audit of your current processes. When conducted by a third party, a sales audit can help you better evaluate your current sales processes by giving you an objective perspective on its effectiveness - and determine what your team needs to meet their revenue goals. Here’s everything you need to know about a sales audit, and how you can get started.
What is a sales audit? A sales audit is a powerful way to evaluate your team’s work and discover specific, tangible ways to improve your sales processes. The audit will dig through all your company’s sales processes and investigate the challenges you face in your own market.
When conducting an audit, it’s essential to go over every process and element that makes up your sales cycle -- leaving no stone unturned. Here are some questions to consider when conducting a sales audit:
As we’ve said before, a good sales process might not necessarily mean success for your team. Process may have worked in the past -- but it might not work anymore, whether you recognize it or not.
Here’s the reality of working in sales: customers’ needs change, sales compensation plans become outdated, and products may evolve beyond a salesperson’s experience or knowledge base.
The result? Companies get stuck, and growth slows.
As a CEO, board member, investor, or manager, there’s one way to address this issue head-on: a sales audit. To continue growing and developing your business, it’s critical to constantly evaluate your team’s effectiveness, just as you would with your tech stack or your financials. Reviewing your sales team will help evaluate your working processes, where you can improve, and what changes need to be made.
When we help with your sales audit, we dig into what you have tried so far, where you might have missed the mark, and where you might have been too slow to capitalize on an opportunity. Those symptoms can involve a whole host of things, from off-the-mark pitching to an errant pricing model. We’re here to help you identify and uncover the issue - and get you on the right track.
Your sales audit will be unique to you, your business, and your needs -- but no matter what, your sales audit includes a few key elements:
Does a sales audit still sound a bit overwhelming? It can be tough to put it all together, on top of daily projects and responsibilities. We can help you establish a consistent and repeatable sales process, accurately defining the selling culture while maximizing performance. Revamp your company’s sales team by contacting us.