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SALES STRATEGY AND EFFECTIVENESS AUDIT

Find out what’s stopping you making more sales and how to change that!

A fast, thorough look at five key aspects of how you can improve your sales organisation’s results

• The sales organisation isn’t delivering the

results you need

• You need to understand what’s working and

what’s not

• You need a clear view of the actions needed

to get things moving

• You need to be able to prioritise what to do

first for the biggest impact

The Sales Strategy Audit covers five key aspects of sales effectiveness:

• Is the solution viable? – Is the product or service understood in terms of the problems it solves, the benefits delivered and the value created?

• Can the solution be sold? – Is the business infrastructure in place to support the sales objectives?

• What sales metrics apply?– What are the key metrics of sales to date and forecast? What’s working and not working now?

• Is the sales organisation effective? – Is the sales team structure and management capable of producing the required results?

• Are the sales people effective? – How well is each individual sales person equipped to succeed?

Method

• As objective, unbiased third parties we get to the facts

to enable your organisation sell more. We do that

using:

Interviews with key stakeholders

Analysis of available numerical data

Personal observation

Timescale

• Depending on the size and complexity of your

organisation, the Sales Strategy Audit usually takes

between one and two weeks to complete.

At the end of the project you receive:

• Documented assessment of your sales, marketing and

business development practices

• Prioritised list of improvement opportunities

• Benefits case with rough quantification of the

improvements achievable and financial impacts

• Actionable plan for implementing the improvements

with top five actions to take highlighted

• Presentation of key findings with the opportunity for

detailed discussion

• Does the solution solve a defined customer problem?

• Is it clear how the solution solves the problem?

• Are there enough potential customers with the

problem to make the solution worthwhile?

• Can customers justify the cost of the solution to solve

the problem?

• Have the characteristics of an ideal customer been

defined?

• Have specific ideal customers been identified in a way

that enables an approach to them?

• How are potential customers made aware of the

solution so they can take action?

• Are the solution’s features and benefits clearly defined and documented?

• If particular expertise is required to sell the product, is that expertise available, capable and in sufficient quantity?

• Are there any processes required within the business to support the sale of the solution? Are those processes in place?

• Who are the competitors for the solution?

• How is the solution/company differentiated from its competitors?

• Are there case studies and reference customers available?

• Are the sales support materials available in the format customers wish to receive them?

• What’s working and not working now?

• Are sales objectives aligned with business objectives,

defined and agreed?

• What is actual performance for orders, revenues, cost

of sale and profitability?

• Who has the solution been sold to?

• Are existing customers happy with the solution?

• Is the sales pipeline on track – value and timing?

• How are sales opportunities qualified and when?

• When is the sales forecast reviewed and by who?

• How accurate is the sales team’s forecasting?

• What are conversion rates in the sales funnel?

• What’s the win/loss rate?

• How are lost sales analysed?

• Is sales team structure aligned with business strategy?

• What ‘sales process’ is in use?

• Is sales management providing effective support to

the team?

• How often are sales meetings and what is the agenda?

• What sales review processes are in use?

• What is staff turnover within the sales team?

• What is the process to hire new salespeople?

• What is the process to let non-performers go?

• How long from new hire to first sale?

• What people development takes place?

• Is the sales incentive scheme clear and published?

• What other motivation methods are in use?

• Does each salesperson understand and accept the

objectives they are being measured against?

• Is each salesperson fulfilling expectations in terms of

orders, revenues, cost of sale and profitability?

• How accurate is the salesperson’s forecasting?

• What is the salesperson’s ‘win rate’?

• How often is each salesperson formally reviewed?

• Does each salesperson have sufficient knowledge to

be able to sell the solution?

• Does each salesperson have a development plan?

• Is each salesperson likely to be credible in front of

their target customers?

MIKE MCCORMAC

About Mike McCormac founded Sales Success

and More to help professional sales people achieve more

Mike teaches a variety of business and sales topics in business schools and colleges internationally and has an MBA. His professional career spans several high-profile successful roles in sales, marketing and business leadership.

Mike has worked for some of the world’s largest corporations and won contracts up to one billion Euros in value. He has also worked with many small and medium sized businesses to create, train and implement effective business strategy, sales processes and sales skills to drive growth and success.

Mike is a serial entrepreneur himself, and has a very successful consulting business and a number of successful online businesses.

Mike lives in Cyprus and works with companies internationally.

Contact

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Call me +357 99 860725

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