Sales Audit Model (SAM)

1. Customer

a. Buying Process
b. Decision Determinants
c. Strategic Influencing / Buyer Profile
d. Competitor Offering and Approach
e. CRM Information Database
f. Customer Service / Care
g. Customer Complaint Handling

2. Sales Force

a. Territory Management
b. Effectiveness and Efficiency
c. Channel Approach
d. Profile, Skills and Behaviours
e. Targets / Flows
f. Remuneration / Incentives
g. Reporting / Ratio’s / Conversions
Administration

3. Selling Interaction

a. General Approach to Sales
b. Planning Process
c. Prospect Identification
d. Securing Appointments
e. Relationship Building
f. Establishing Needs
g. Opportunity Spotting & Development
h. Recommendation and Negotiation
i. Presentation
j. Objection Handling
k. Closing and Follow Up
l. Account Management & Development

4. Sales Performance Management

a. Numbers and Target Management
b. Reporting Process and Sales
Forecasting
c. Performance Management
d. Performance Appraisal System
e. Dealing with Non Performing Sales
People

5. Sales Leadership

a. Sales Manager Skills and Behaviour
Assessment
b. Strategic Analysis
c. Tactical Performance Appraisal
d. Coaching Approach
e. Meeting Management and
Communication

6. Sales Strategy

a. Sales Organisation Structure
b. Roles and Responsibilities
c. Territory and Channel Approach
d. Market Segmentation
e. Customer Segmentation

7. Sales Tactics

a. In Campaign Approaches
b. Competitor Response
c. Creative Incentive Campaigns
d. Resource Deployment

8. Implementation Process

a. Measurement
b. Feedback
c. Performance Data Review

9. HR

a. Recruitment and Selection
b. Remuneration Systems
c. Training and Development
d. IR and Performance Issues

10. Office of CEO

a. Key Customer Contact
b. Sales Team Interaction
c. Top Initiatives
d. Innovation Driver
e. Performance Culture Reinforcer
f. ‘Walk the Floor’

11. Finance

a. Financial Planning
b. Sales Budgets
c. Debt Collection

12. Business Planning

a. Sales Plan Development
b. Strategic Overview and Data

13. Marketing

a. Customer Acquisition Campaigns
b. Customer Loyalty Programmes
c. Promotional Activity
d. Product Development
e. Product Offers
f. Pricing & Packaging
g. Advertising

14. Operations

a. Order Fulfilment
b. Administrative Support

15. IT

a. Operational Support
b. CRM System
c. Technology Enabler
d. Laptop/Phone/Data Support