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Sales Process Audit

This sales process audit checks five parts of your sales process. Enter aggregate rates and simple control checks to see the gaps.

It measures response speed, next-step coverage, overdue work, clear ownership, and four process controls.

Enter the percent that met the response-time rule you set.

Enter the percent with a next step on the calendar or in your work queue.

Enter the percent that is still within your own due-date rule.

Enter the percent assigned to one clear owner.

Customize calculation

Is there a written rule for when a person must step in?

Must a person approve messages, promises, and changes before they happen?

Do you measure whether your own process rules are met?

Are follow-up timing and limits written down?

Formula and assumptions

How this calculation works

Each rate becomes one category score. Each yes-or-no control is worth 100 or zero. The overall score gives each of the five categories the same weight.

  • Speed = response SLA attainment
  • Coverage = scheduled-next-step rate
  • Aging = percent not overdue
  • Ownership = clear-owner rate
  • Controls = average of the four yes-or-no controls × 100
  • Overall score = unweighted average of all five category scores

It does not grade any lead or deal. It does not give an individual fix, lead list, or custom plan.

Fictional aggregate example

Fictional aggregate example

This is made-up process data. The score does not diagnose any person, lead, or deal.

Made-up inputs

  • 80% meeting the response SLA
  • 70% with a next step
  • 75% not overdue
  • 90% with a clear owner
  • Three of four controls in place

Example result

  • 75% controls score
  • 78% overall diagnostic score

Questions

sales process audit FAQ

How is the overall score weighted?

Speed, coverage, aging, ownership, and controls each get the same weight.

Does this audit tell me which lead to contact?

No. It uses aggregate process data and never ranks individual leads.

What does a category gap mean?

It is the distance between the entered score and 100. It is not proof of lost revenue.

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