Sales Audit Checklist

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Auditing Sales skills of the staff:

• Assessing verbal and communicative skills (how politely, clearly and effectively salespeople speak with prospects and customers);
• Assessing problem-solving skills (how quickly and deeply salespeople can grasp a customer’s problem and deliver appropriate solution);
• Assessing planning and organizational skills (how effectively salespeople spend their working time in a long- and short-term range);
• Assessing knowledge of industry and market (how well salespeople understand the latest trends, current market and industry situation, competition, etc);
• Assessing knowledge of the products and services being sold (how well the salespersons know the products or services they sell – their features, benefits, purposes, technologies used, etc);
• Assessing knowledge of current promotional and sales offers (how well the salesperson knows currently available arsenal of exclusive propositions and promotional sales offers);
• Assessing knowledge of the target prospects and customers (how well salesmen understand their customers and know their target audience);
• Assessing knowledge of the existing long-term customers and their respected contribution into the company’s success;
• Assessing knowledge of the company’s policies, ideology and methods applied to sell goods or services; 

Auditing Sales documents:

• All the documents involved into your Sales process (whether electronic or paper documents) should be accurately composed, filled with sufficient information, properly filed and used, and then archived. Also this refers to a way of how well the sales data is handled in the company;

The term “well” in this section means not only common understanding of a document accuracy, but also compliance with accepted corporate/industrial procedures for managing Sales docs.

• Assessing how well the sales prospects are registered and qualified by salespeople (there needs to be a special form and procedure for registering new prospects);
• Assessing how well the existing customers are registered and qualified (their personal/corporate details and all other customer relations matters should be properly inputted into CRM software, or recorded in its paper-based analogue);
• Assessing how well the following documents are composed and registered:
  • Presales docs (Inquiries, Quotations, etc);
  • Sales Orders;
  • Outline agreements (Contracts on Quantity, Maintenance, Scheduling, etc);
  • Complaints;
• Assessing how well the Shipping data is stored, maintained and analyzed;
• Assessing how well the Billing data is stored, maintained and analyzed;
• Assessing how well the current contracts and credits are maintained and serviced;

Auditing Sales approaches:

• Assessing the Sales policies, procedures, methods and statistics on:
  • Customer Retention;
  • Customer Follow-Ups;
  • Customer Defections;
  • Customer Satisfaction and Dissatisfaction;
  • Efficiency of Customer Claims Addressing;
• Assessing policies and strategies on...

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