The world of sales is ever-changing, with new and different opportunities to attract potential clients and close deals every day . However, sometimes looking back regularly and implementing performance evaluation processes — such as sales audits — is essential to maintaining high team performance.
This is why forecasting and business planning go hand in hand. Without a year-end revenue target, it’s difficult for teams to create sales plans that meet their growth goals.
Furthermore, if we dig a little deeper, we see that without solid forecasting techniques it is difficult to make a business case for marketing expenditures and activities.
Like anything with “audit” in its name, it sounds
intimidating, but it doesn’t have to be.
In fact, a sales audit is essential to align your sales team with business objectives and thus, succeed in what you set out to do.
There are many ways to do this process, the best known is an assessment done by internal or external auditors, as preferred by the organization.
On the other hand, representatives of the marketing team are also usually included in the audit, since both departments tend to align their goals and collaborate on initiatives or projects.
Keep reading, in this content you will find liberia email list 100000 contact leads everything you need to know about sales auditing , what it is, how to do it effectively, and more!
Sales Audit: What is it?
What are the most common questions in the sales audit process?
5 steps to a successful sales audit
Don’t forget about customer service!
Sales Audit: What is it?
A sales audit is a review of a company’s entire sales process, from the use of certain types of software to personnel and management strategies.
Many organizations combine this quantitative audit work with qualitative audit work in the form of win/loss metrics.
What are the most common questions in the sales audit process
During the sales audit process , the goal is to answer the following questions:
What is the average number of leads we generate in a given period of time?
How many of those leads can be qualified through marketing activities?
Of the leads we can launch, how many become sales qualified leads?
Of the qualified sales leads, how many do we close?
On average, how long does it take for a prospect to become a customer? Does this vary by acquisition channel?
For marketing teams: Which nurturing flows are most effective at attracting qualified leads, and which have low-performing open and click rates? The goal here is to increase the number of Marketing Qualified Leads (MQS).
For sales teams: What content tends to be successful in increasing the number of marketing qualified leads we can convert? The goal here is to increase the number of Sales Qualified Leads (SQL).
What are the most effective types of content to optimize the average closing rate of leads?
Do we have enough leads for our sales team to work with?
Do we need additional sales team members?
About team members: What are the by lists statistics per person? How can this data contribute to their work and improve or train them?
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5 steps to a successful sales audit
There are several sales audit methods and how to use email courses to increase engagement techniques based on the CRM software we use, the business model, and more.