Sales management · The sales operations audit
Turn eight scores into one page the owner will read.
An audit gap report collects the eight area scores into one rating, names the biggest gaps, and sets out a prioritised action plan. Its centrepiece is a one-page radar chart. This page covers what goes in it, how to rank actions, and how to present it so the owner acts.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
An audit gap report collects the eight area scores into one rating, names the biggest gaps, and sets out a prioritised action plan. Its centrepiece is a one-page radar chart. This page covers what goes in it, how to rank actions, and how to present it so the owner acts.
A tiles distributor in Rajkot receives a thirty-page document after the sales audit. The first page gets read, the accountant is asked to skim the rest, and the owner goes back to chasing a payment. Six weeks later nothing has changed, because the one thing the owner needed was buried on page nineteen.
The report should be short enough to be read at one sitting, with a single page that does the work: the radar. Eight spokes, one per area, scored from one to five, drawn on a circle so the owner sees at a glance which sides are thin. Behind it sit the findings, the top three strengths, the top three gaps and the actions.
The person who ran the audit writes it. The owner and the sales manager read it together and agree the actions. It replaces a long narrative nobody opens, and it is the last step after setup and scoring.
It points onward to the repair tools: the job description builder, the territory workbook, the pay and expense kits. Choose no more than three to begin.
Where this sits
Topic 14 of 14 in sales management: the sales operations audit. Auditing the whole sales function.
- The topic before
- Legal and ethical issues
If you want this done for you
Nobody outside the sales team can say why deals are won or lost here.
The work
What this is actually like.
“Present it in person”
Owners read the first page and skim the rest. Sit with the owner, put the radar on the table, and walk the two weakest spokes together. A report sent by email is a report that gets filed, however good the writing, and the reading in person is where the awkward questions get asked.
“Quick wins and structural changes need separate lists”
Putting a pipeline review on the calendar takes a day. Redesigning territories takes a quarter. Mixed together, the owner does the easy half and calls it done. Split the plan so the quick wins start this week and the structural work has a date.
“Every action needs an owner, an effort and a test”
Improve reporting is not an action. Share one lead sheet with all reps and review it every Monday is. For each line write who does it, how hard it is, what it should change, and the number you will look at to see whether it did.
“Baselines go in on day one”
If you do not record today's figures for conversion, order cycle, receivable days and rep turnover, you cannot show progress at the next audit. Capture them while the evidence is still on the table, and file them where the next auditor will look.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The scorecard table
Eight areas with confirmed score and a one-line reason each, plus a combined figure. That figure is the average, and the table notes the count of answers backed by a document.
Result: Finished when an owner who reads only this table can name the two weakest areas.
The radar chart
One page with the eight spokes drawn on a five-ring grid, this year's scores filled in, and room beside it for next year's. A spreadsheet chart is enough.
Result: Finished when the shape can be read from across a desk.
The findings by area
Half a page per area: what was seen, what the document showed, what contradicted it, and the consequence in rupees or hours where the owner's own figures allow it.
Result: Finished when each finding points to a document in the evidence folder.
The action plan
Top five actions in a table: action, owner, effort, expected change, 30, 60 or 90 day slot, and the success number. Quick wins on top, structural work below.
Result: Finished when the owner has signed it and every action has a name against it.
The baseline and re-audit sheet
The figures captured now and a date a year out when the same eight areas will be scored again.
Result: Finished when the re-audit date is in the owner's calendar.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
What goes on the radar if an area has no evidence?
How many actions should the plan have?
Should the report name individual reps?
Can we do this without an outside adviser?
What if the owner disagrees with a score?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
Where to go next
The work that carries this topic further.
The rest of the sales operations audit
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.