Explain the major components of sales audit.

Sales audit is actually evaluating the effectiveness of all sales processes. I am not talking about evaluating sales expenses against sales revenue (this is actually the financial audit).

Sales audit is a set of scans that can be implemented for this purpose:

- Organisational scan

- Personal Sales Scorecards

- Sales Management Scorecards

- Customer scan

- Sales Performance scan

Areas of Coverage of the Sales Audit:

1. People

2. Processes

3. Marketing

4. Measurements

5. Technology

6. Strategy

7. Culture

8. Sales Channels

9. Client Satisfaction

10. Compensation Plans

Sales Audit: Five Components

1. Foundation & Vision

2. Steps of the Sale

3. Marketing

4. Talent management

5. Systems