Sales Channel Audit

The sales channel audit provides information on the performance of the individual sales channels and compares them with each. The comparison is a of the sales channels allows Sales Managers to decide where to invest their money / budget to get the best return.

For each sales channel, I prepare comprehensive insight based on The 3 Sales Principle:

1. People
   People are key to the success of sales. 
   Therefore, I dig deep into the following areas:
   1. the structure of the sales teams
   2. the profile of people at different levels in the structure
   3. the results being achieved across the teams
   4. the skills required at different levels of the structure vs the training carried out
   5. the market penetration of the sales teams - both geographically and by market segment
2. Processes
   Processes are what allows the sales staff to function effectively. 
   For processes to be understood, I look at:
   1. the processes themselves
   2. the amount of time sales staff spend on performing process related tasks vs the time they spend on speaking to potential Customers
   3. the tools that support the processes e.g. CRM, email, apps etc.
   4. reporting - both access by staff to reporting and the amount of time spent by staff entering data to be reported
3. Documents
   Documents ensure that all players understand what is expected to be done in the same way.
   An inventory of the available documents and access to them allows me to:
   1. understand if everyone is working to the same goal
   2. everyone is performing their work according to the documents in place
   3. processes work in a consistent manner with the documented information provided to the staff.

Once all this information has been gathered per sales channel a comparison of the sales channel is made based on a financial model that provides a ratio per channel of 1 € generated to every 1 € spent.  This data is mapped against volume of sales per channel and time of sales. The result is a recommendation on what to change to achieve a better sales efficiency ratio which is calculated as EBITDA to Contribution margin.

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Industries that I feel comfortable in:

• Energy
• Logistics
• IT
• Telecommunications