The Right Time for a Sales Department Audit

Submitted by Mitch Seigel on Wed, 1/26/2011

People are always asking me, “when is the best time to audit the sales department?” My tried and true answer is that there is no best time. It should be something that is performed on a regular basis to make sure the department is functioning as planned, and providing the desired sales results for the company.

There are several elements to a good audit, and if it is left undone over long periods of time, it is that much more difficult to catch up and right the ship. Not impossible, just more time consuming.

Why does your company have the quantity of salespeople they have? Is it really necessary? Maybe your industry is growing and you actually need more salespeople than you currently have. Have you thought about grouping your sales staff in to pods for various cost cutting measures? Brainstorming, training, client focus and assignment. What about shaking up the compensation plan to closely connect with specific products and services sold. These are all good questions to continue to ask yourself as you work to enhance and strengthen your staff through a audit the sales department.

Today I had lunch with a manager from a company, who just two years ago, had over one hundred and fifty salespeople reporting to four regional managers. There are now less than ninety salespeople reporting to three managers. In addition, in analyzing revenue channel opportunities, this company has re-distributed the sales staff based on product industries. When they have nettings to discuss certain topics, they only invite the sales team members whose job description applies, instead of wasting the time of several salespeople by pulling them off the front lines.

This is very strategic and financially sound. While this is only one example, it is a good one, and one that demonstrates how in a short time, modifications can be made to re-structure and improve company opportunity for success. What are you doing to move your sales staff toward increased success?

What are your challenges when it comes to auditing your sales department for your company? I look forward to hearing your comments.

Until next time…