You've Conducted a Sales Audit - Now What?

Category: sales audit

Written by: Lacey Wilcox

Posted on: November 28, 2018

We’re well on our way to the last month of the year. While it’s a pretty great season for enjoying your favorite holiday-themed sweaters and cookie recipes, it’s also a critical time for finishing the year strong and preparing for the year ahead.

By now, you and your team have probably conducted a sales audit to evaluate your progress and success for the past year. But conducting a sales audit is just a start. You’ve got to know what to do with the information and how to use it to create a plan of action.

Action Steps to Take After a Sales Audit

A sales audit is as straightforward as it sounds: it’s an intentional look at the systems and processes your team has in place for moving a prospect from a lead to a customer. If you haven’t conducted your sales audit yet, here is a great refresher to get the most out of yours.

After conducting a sales audit, you and your team need to:

  1. action-to-take-after-a-sales-auditCreate any necessary changes to workflows. Your sales team needs to be working with the most eager, ready-to-buy leads, and your process needs to make sure no one is falling through the cracks. The focus needs to be on bringing value to your prospect.

  2. Purchase any tools your team needs to succeed. Your sales audit will identify tools that will support your team, now it’s time to select the tools that best fit your sales process and budget. Choose tools your team will realistically leverage to grow your business.

  3. Create content for your sales process. Content marketing is an absolute must as a means of generating leads and closing deals. If you haven’t yet committed to this strategy as a part of your sales process, you’re about 5 years behind. What are you waiting for? Let’s do it.

  4. Establish a baseline for all data. It’s impossible for your sales team to have too much data. It’s time to get started. Identify 3-5 areas you want to make progress on, establish a baseline for them, and determine what success looks like for each one. And then, get to work.

  5. Establish the nuts and bolts of sales synergy. At this point, you’ve determined how well your different teams are working together. Now it’s time to have marketing, sales, and leadership working like a well-oiled machine. Establish a regular time for these teams to sync up, what they will communicate at these times, and who will facilitate these meetings.

  6. Schedule your next audit. Audits need to occur on a regular basis, at least once a year. Use this time to get your next audit on the calendar so everyone involved has adequate time to plan and prepare for it.

What Are You Waiting For?

That sentiment may feel dramatic, but this is a crucial time of year. These aren’t things you wait until January to nail down - they have to be set and established right now to set your team up for the best start for 2019.

If you’re feeling uncertain about where to begin, we are here to help. We can partner with your sales, marketing, and leadership teams to develop a plan for growth and success. Want to learn what we can do for you?

Build a Strategy that Works For You Schedule a Free Consultation