Sales Process Audit & Roadmap
A structured review of your current sales stages, qualification criteria, and handoff points — delivered as a written roadmap your team co-authored.
At a glance
Duration: 3–4 weeks
Format: On-site workshops + remote follow-up
Location: Sydney HQ or client offices across AU
From AUD $12,500
Enquire about this consultationWho this is for
B2B sales leaders with five to forty reps who know their pipeline numbers but cannot explain why deals stall at the same stage every quarter. Common signs: reps use CRM stages differently, forecast accuracy swings wildly, and new hires take six months to learn “how we actually sell here.”
What you receive
A Sales Process Audit covers four areas: stage definitions with entry/exit criteria, qualification frameworks tied to your buyer personas, handoff protocols between marketing, SDR, and AE roles, and a recommended cadence for pipeline and deal review meetings.
Deliverables include a written process document (typically 15–25 pages), stage-by-stage talk tracks for reps, a revised CRM stage map with field requirements, and a 90-day implementation plan with named owners.
What is included
- Kick-off with sales leadership (half day, on-site or video)
- Shadowing of two to three live deal reviews or forecast calls
- Interviews with six to ten reps and two managers
- Pipeline walk-through of 20–30 active opportunities
- Draft review session with your team
- Final roadmap document and presentation to leadership
What is excluded
CRM configuration, data migration, compensation plan design, and ongoing coaching beyond the engagement window. We can recommend partners for CRM build work if needed.
Process and timeline
Week 1: Discovery interviews and observation. We listen before we prescribe.
Week 2: Draft stage definitions and qualification criteria. Your reps review and mark up the draft.
Week 3: Workshop to align on final definitions. We facilitate disagreement rather than impose answers.
Week 4: Final document delivery and leadership readout. Optional follow-up call at 30 days.
Preparation
Grant read access to your CRM (view-only is fine). Identify two recent won deals and two recent lost deals for reference. Block calendar time for the workshop — half a day minimum.
Next step
Contact us to schedule a 30-minute scoping call. We will ask about team size, industry, current CRM, and the specific pain points that prompted the enquiry.