Sales Audit

Executives want predictability and improvement in the performance of the business. Top-line predictability is the result of repeatable execution of a documented sales process examination of the results and modification of the process to assure future results. Predictability depends on <I><b>auditing</I></b> the selling process.</P><p>Can the sales process be audited? Sales managers argue that selling is an art-form exempt from scrutiny. But to produce predictable results the sales organization must document and interrogate its processes using 'Sarbanes-Oxley-like' rigor and 'comply' with senior management expectations.</P><p>This book organizes effective sales management processes into a comprehensive repeatable system. It distills years of observation training and real-world experience into a step-by-step system for auditing a sales process.</P><p>How do executives view the sales team's skills and effectiveness? Is the company hiring and tracking these skills through a defined sales process? Is the company measuring the sales team on their execution using these skills?</P><p>This book explores the concept of the <I>Sales Audit</I> and explains how to use it to achieve predictability of results through 'sales process compliance':</P><P>* Align senior management expectations with those of the sales team.</P><p>* Interrogate the steps of the current sales process to evaluate its effectiveness.</P><p>* Measure the sales team's adherence to the process and their results.</P><p>* Review the performance of the process in terms of predictability of results.</P><p>* Ensure the continual improvement of the process and its future alignment with organizational results.</P>