The Sales Capability Audit has four steps – Current State, Vision, Gap and a Prioritised Action Plan.
M101 conducts a Sales Capability Audit by reviewing sales materials, sales and marketing processes, conducting interviews with key personnel and in field observation of the selling process. It covers:
- Market, Customers and Competition
- Sales Strategy
- Sales Process
- Sales Enablement Systems and Infrastructure
- Communication Materials
- Planning (Territory, Account, Opportunity and Call)
- Pipeline Management
- Skills and knowledge
The final report includes a prioritised action plan that gives you a clear understanding of where you are now and the gaps in your sales capability that will make it difficult to achieve your goals.