Prioritize the changes needed based on their impact on sales growth and speed of implementation.
Involve all stakeholders in the change process - decisions must be agreed upon by those affected.
Provide training on new processes, systems, scripts, and anything else you plan to implement after the audit.
Track positive changes with the entire team. Set up reports that will transparently display vp communication officers email list how the new process affects the growth of results.
Create regular meetings to exchange feedback. Continue asking questions to the sales department. It is important to create a friendly atmosphere and not criticize employees, but involve them in the process of jointly finding solutions.
Since an audit involves a thorough dive into every element of the sales process, a serious amount of data must be collected and studied. Therefore, the main inventory can be divided into two groups: tools for collecting data and for analyzing it.
The following tools can be used to collect data:
CRM analytics, client, communication, advertising reports, as well as sales funnel reports, time sheets and NPS index measurements - Tableau, Power BI and other available tools, including Excel, are suitable for their creation.
Interviewing employees — in-depth and quantitative surveys. They are set up using Testograff, Oprosso, Survey Monkey.
Decoding calls and requests via the feedback form of both clients and managers. The call transcription service and speech analytics from MTS Exolve will be useful here.
Industry reports (Rosstat, Federal Tax Service, public reporting on competitors’ websites).
Mystery shopping research.
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