When an audit can help
An audit is useful when the pipeline looks healthy but sales keep falling short, or when you are unsure whether the problem is the process, the data or the team. It can also help you decide where to invest in coaching or training.
What the review covers
- Qualification: what you know about the buyer before you commit to a proposal.
- Sales stages: whether people use the same definitions and record the evidence for moving a deal forward.
- Pipeline: the value of open opportunities, how long they have been open and when buyers expect to decide.
- Win/loss results: what past deals can tell you about the opportunities you are pursuing.
- CRM and reporting: missing information, inconsistent records and reports that are difficult to use.
- Sales capability: where the team may need support.
How the review works
We agree the questions to investigate and review the available data. Conversations with your team can help explain gaps or apparent patterns. The findings are then discussed with you, including the limits of what the data can support.
Historical win/loss data can help test the probabilities assigned to open deals. Its usefulness depends on the number of comparable deals and the quality of the records.
What you receive
The proposal confirms the deliverables. These may include a review of the pipeline, changes to stage definitions, CRM recommendations and priorities for coaching. Each recommendation should have an owner and a way to check whether it helps.
Fees and timing
Fees are quoted after a discovery call. The proposal sets out the work, the people involved, the timing and the fee. Any ongoing support is agreed separately.
Putting the findings to work
Your team can implement the recommendations, or discuss further support with us. Relevant options include sales coaching, a sales playbook and fractional sales leadership.
Handling your information
Before sharing client or employee records, agree what information is needed, who may see it and how it will be retained or deleted. These arrangements belong in the engagement terms.
Questions about the audit
What information should we prepare?
Start with open and closed opportunities, sales-stage definitions and recent forecasts. We can discuss what is available before you export anything.
Can you review our existing CRM?
Yes. The review can cover how the CRM supports your sales process and reporting. Any software changes or implementation work need an agreed scope.
What if we only have a few closed deals?
A small sample may suggest questions worth investigating, but it cannot support every comparison or probability estimate. We will discuss whether a focused review is more useful.
How is this different from training?
An audit investigates the problem. Training develops shared skills and approaches; coaching helps people apply them to their work. The findings can help you choose the right support.
Discuss your pipeline
Email Christopher with a short description of your business and what you need help with. Arrange a conversation.