Sales department audit

Has a company’s revenue started decreasing, customers outflowing and the performance of the sales department is far from perfect? We will help you determine weaknesses, promote sales and find non-obvious growth points by way of a complex audit of the sales department.

The audit of a sales department by Adros Baltija is independent research to analyse errors in sales processes and the system, evaluate employees’ professional aptitude and give recommendations for the elimination of non-efficient methods resulting in the loss of customers, decreasing turnover and revenue of the company.

By ordering the audit, you will be able to increase the number of sales and audits without additional spending on marketing. The audit of a sales department is an income-bearing investment, the results of which will be already obvious in the process of the audit.

You need an audit of a sales department if:

• sales volumes are always decreasing;
• employees fail to perform KPI for sales and all changes are perceived with hostility;
• there are a lot of requests, but there are no purchases or conversion is low;
• you would like to increase sales without increasing marketing costs;
• performance of employees and sales managers raise concerns;
• rapid staff turnover;
• employees are not motivated to sell more;
• managers do not have enough time for processing or skip requests;
• customers go, each time, lead generation becomes more and more expensive;
• the sales system is not automated or poorly structured;
• your result is unpredictable;
• there is no structured sales system nor plan for its development.

The audit of sales conducted by our experienced specialists will allow you to understand in-depth problems, reveal key growth points for sale and develop a step-by-step plan for their implementation.

Our key goal is to increase the efficiency of sales and the profitability of your business.

What is included in the analysis of a sales department’s operations?

• Evaluation of the motivation system;
• Call monitoring (we evaluate the quality of incoming and outgoing calls processing, request processing);
• Collecting and analysing statistics for the performance of a sales department and each separate employee;
• Analysing sales channels and existing funnel;
• We consider your employees’ important scripts and sales scenarios;
• Analysing all the sales-related processes.

In the course of the audit, we will pay attention to three components:

1. People. Whether the employee corresponds to his/her position and whether he/she is professionally apt for this work.
2. Processes. What is the quality and structured of your processes, logic and scenarios of sales of your product to customers?
3. Documents. Which tools do employees have? Whether they have attractive and stylish presentations and booklets, how are the scripts and sales scenarios written; whether key customers’ objections have been worked on. 

Consultants from Adros Baltija will analyse processes and scenarios for the sale of your product, evaluate the performance of your sales persons and sales managers.

Steps for auditing a sales department

1. Determining whether the audit is necessary. Consultants from Adros Baltija meet the company’s management to discuss the goals and tasks of the audit.

You will tell our consultants about the main symptoms and complexities faced by the sales department, formulate the optimistic result of sales that you wish to achieve.

2. Preparing a commercial offer

By carefully analysing your needs and wishes, our consultants will prepare a personalised offer for the audit of the sales department, tell you about the deadlines and cost of the implementation.

3. Conducting the audit

All your company’s sales persons and sales manager will be interviewed by our consultants regarding their professional aptitude, for determining their strengths and weaknesses, mastery of selling techniques and readiness to learn, motivation to change. We will evaluate their following parameters:

• personality type;
• strengths and weaknesses as sales persons;
• mastery of selling techniques and possible professional growth areas for an employee;
• level of motivation, readiness to change and learn.

In the course of testing we will give sales persons practical tasks that will show whether they have selling skills or not. Including:

4. Testing sales persons

Sales persons will be given a task to call a consultant from Adros Baltija and make an appointment for presenting their product. We will evaluate sales persons’ actions based on the following criteria:

• Did they manage to reach him/her by phone? (you will be surprised, but not all sales persons manage to do so);
• Is the communication with a sales person pleasant?
• Argumentation skills;
• Dealing with objections;
• Did he/she direct the conversation or submit to a customer?
• Skills for collecting information on a customer;
• Did he/she send the information after the call?
• Did he/she call the customer back after having received the information?
• Sound of their voice: is the voice pleasant, does it provoke rejection, etc.;
• Did the sales person sell the meeting or not?

5. Analysis of the process for sales of various products of various customers

Depending on the possibilities and type of business, we can come to meet sales persons in person and monitor the actual process of a sale, listen to recorded sales calls, as well as analysing correspondence in social networks and messengers finding shortcomings and base errors made by sales persons in communication.

This also includes analysis of materials (business cards, presentations, booklets, flyers, catalogues, landing pages, samples, etc.) that sales persons work with. We evaluate their structure and the clarity of the information presented, unique advantages of the company or product; analyse the design and formatting of these materials; whether they contain a call for action and to which extent they provoke a customer to act.

6. Report and recommendations for the customer

• For each audited employee, you will be provided with an expert opinion on his/her professional aptitude, strengths and weaknesses and mastery of efficient selling techniques;
• Scenarios and tools for selling your product or service will be considered, non-compliance, errors resulting in the loss of customers, turnover and revenue will be found, recommendations for implementing relevant processes and selling tools will be developed;
• You will understand where and how you lose cash and customers and get recommendations for eliminating these deficiencies.

We are sure that after you consider the report and implement at least some of our recommendations, your sales will increase by 25-30%.

If required, we will be able to support you in these changes and help your employees to manage new selling techniques at training sessions, create a new procedure for selling your products to various types of customers, recommend consultants for CRM and ERP systems and professional designers who will be able to add stylish formatting to your presentations, booklets, catalogues, etc.

We have experience in audits of sales departments in both online and offline format, therefore you will be sure that the quality of service provided is high.

Our advantages

25-30% growth in sales in the first month of cooperation

Given that our recommendations are implemented, we guarantee that you will be able to increase your sales by 20% and more.

Working with major companies, e.g. Deloitte

We have conducted training and audits for many companies successful in their business. We know how sales departments in international companies work and see the best practices, and therefore we can suggest how to improve those based on others’ experience.

Proven methodology

We have been in this business for 28 years, therefore our consultants have worked with various companies and may suggest what will work and what will fail in a relevant niche. You do not need to “reinvent the wheel” and puzzle over complicated tasks. We will prepare the best solution for you based on our experience and that of other successful companies.

An expert approach to personnel selection

As we constantly select professional employees for major companies, including sales persons, we immediately see whether a person is apt for this profession, whether he/she is good at sales or is only good at talking. We will help you exclude a talker and random people and will raise experienced and knowledgeable sales persons to a new professional level by strengthening their competencies and skills.