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Why A Business Sales Audit Is Important

July 3, 2017

Used to evaluate the effectiveness of all sales processes, a sales audit helps businesses to find out the areas of their sales process that need improving.  Here is why a business sales audit is important.

 

Audits are important but what do they refer to? A thorough assessment of your business’s position in the market, an audit provides recommendations for improvement. You can perform audits on financials, marketing strategies, websites, sales or all of the above. An important procedure to ensure quality and optimal performance, an audit can help businesses to determine whether or not they are meeting the required/established standards.

 

In many ways, a sales audit is similar to the other types of business audits such as financial audits and income tax audits. However, there is a key difference between sales audit and the other types of audits: unlike other business audits, a sales audit isn’t limited to one aspect of the sales process rather it involves the review of the entire sales process. This is what makes a business sales audit so important. So, what does a business sales audit entail and what can you achieve from it? Let’s take a look.

 

Used to evaluate the effectiveness of all sales processes, a sales audit helps businesses to determine whether or not their sales strategies are cost effective and beneficial in generating revenue. The majority of the businesses perform the sales audit themselves using audit software. However, there are some companies that hire an outside consultant to carry out the audit. Whether you perform the audit yourself or hire an outside consultant for it, a sales audit can help you to find out the areas of your sales process that need improving. A process that improves the overall sales performance, the sales audit covers the following things:

  • People

  • Technology

  • Processes

  • Sales channels

  • Strategy

  • Marketing

  • Measurements

  • Compensation plans

  • Client satisfaction

A sales audit helps businesses to find out about the strengths and weaknesses of their sales process and how they can improve their overall sales strategy. In short, a business sales audit can help to make better sales decisions. This in turn will help your business to increase sales and grow. A periodic analysis of what’s working and what’s not, a sales audit is digging into the sales process to identify opportunities, trends, bottlenecks and barriers. Provided it is performed correctly, a sales audit can help you to improve sales ROI.

 

Many businesses make the mistake of performing sales audit just once a year. You should perform sales audit more than once a year if you want to get the most out of it. A good option would be performing quarterly sales audits. A quarterly sales audit will allow you stay on top of things.

 

An essential part of your overall sales strategy, a sales audit improves your sales process which in turn increases sales. For this reason, performing a business sales audit is extremely important.

 

April Salsbury, MBA is a strategist, an analyst, an operational guru, a recognized leader and C-suite global healthcare executive with drive and focus for competitive markets.  Co-host of The Business Forum Show and regular contributor to various business journals, she possess multi-functional and multi-national competencies with more than 15 years experience in business and healthcare. Her expertise is in invigorating revenue growth and infusing value of lean practices in growing companies through improvements to cash flow and operations management.

 

Fueling revenue, growth and profit, Salsbury & Co.is a consultancy firm focused on helping businesses and healthcare organizations achieve excellency.  Our specialists have executive experience combined with deep functional expertise to provide our clients with services that drive real impact and results.

 

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