Most sales organisations have key metrics and processes in place, but the most successful organisations take it a step further. They track their data daily through internal audits, giving their sales managers a great strategic focus.
Like so many essential business practices that can radically improve an organisation’s overall performance, ‘auditing’ is far from sexy. Unlike ‘innovation’, ‘disruption’, ‘deep dive’ and other buzzwords that business executives love to slip into strategy sessions, the key drivers of bottom-line growth tend to be focused, data-driven and measurable, and yet they’re often downplayed or bypassed entirely in favour of flashier growth tactics.
Through ThinkSales, we have worked with 265 companies across 25 industries. I have personally worked with leading South African CEOs to grow their revenue, and there is one trait that all top-performing organisations share: They understand that the devil’s in the details. It’s one thing to put metrics and processes in place; it’s another entirely to ensure that everything is done — and done well. And that takes constant monitoring.
Consider the daily challenges your sales leaders face: They’re responsible for the motivation and output of their teams; they’re putting out fires with clients and preparing important sales presentations; they’re filing reports and handling ops issues; they’re coaching their sales reps and attending meetings. Everything is urgent.
We know that tracking core metrics is a key success factor, and yet this high priority task often falls by the wayside in favour of more urgent duties.
This is where internal auditing can play a crucial role in your business, freeing up your sales managers and directors to focus on their teams, while still giving them all the qualitative and quantitative data they need to meet and exceed sales targets.
THE ROLE OF AN INTERNAL AUDITOR
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