SALES PROCESS AUDIT AND ADVISORY

Business Coaching and Sales Training

We research and audit the sales approach that you would need to build success.

As it is said ” God lies in details”. We support organisations to define and refine all those small changes that can help achieve big results. We enable companies to build a Sales Operating processes ( SOP) to achieve standardisation in their sales approaches across their team members. Ultimately, the purpose of the sales audit is build processes,methods and culture for better business growth. Sales Audit could be a powerful enabler for Sales growth and rebuilding your Sales Organisation.

Sales Process Audit and advisory

Processes that we audit and then give our Advise /Recommendations:

  • Market Potential Mapping process
  • Sales Target Setting process
  • Sales planning Process : The review process ,effort management ,supervision , guidance and evaluation systems
  • Inside Sales Process/ Tele Calling for reaching out to the potential buyers
  • Customer Interaction process during Client and Prospect Meetings- Preparations before call, Grooming standards, Introduction and context setting, probing , presenting the products and summing up
  • Sales Territory Planning process and guidelines for utilising time productively
  • Fixing KPI for each layer of the sales organisation
  • Process for building the sales leadership within the system
  • Hunting process and farming process across the buying cycle in the different target markets
  • Lead management process including lead qualification, scoring, nurturing, and routing

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  • Demand generation process , channels, lead sources, and campaign tracking
  • Process to enhance and filter Prospect database
  • Sales Communication Process – Messaging consistency in the collaterals (emails, presentations, demos, proposals, brochure, white paper, etc.)
  • Process for Sales conversation briefs/ toolkits , demonstration process, product training and application matrix
  • Digital Readiness to Enable Sales – Website and social media adoption to enable sales
  • Sales Management dashboards for reviews ( Weekly, Monthly, Quarterly, Annually)
  • Forecasting processes for predictability of the business
  • Processes for Market positioning of products and services for different opportunities
  • Sales process to hire and retain salespeople as per the standard capability model . Exit interviews of the sales people by Sales Managers and above.
  • Sales Person onboarding Process
  • Sales process for product knowledge development and sales capability development
  • Objection handling and Complaint Handling Process
  • Account Management Process and Key Account Management Process
  • Sales Negotiation process
  • Customer Service Processes – Evolving Moments of Truth
  • Value Selling process , ROI templates and Case studies -Efficiency and Effectiveness
  • Building Succession plan for Sales leadership
  • Service culture creation for Sales Enablement
  • CEO Support – Systems for the Sales Team to ensure connect with top management vision.

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Contact us to share your needs and requirements.

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