Audit of Sales

Nobody is surprised, when many of the existing companies without dependence from their sizes are engaged in financial audit. Nobody argues that it is the extremely useful procedure when independent experts give an assessment of works of the company proceeding from norms and accounting rules. Even more often firms try to book audit of a control system by quality. And extremely seldom it is possible to hear about it in such areas, as sales and marketing.

As underlying reason of such indifference to own sales that circumstance that isn't created the standard norms, like accounting serves. Audit of sales frequently becomes intuitively because it is now fashionable that so do others that in it never were engaged — it is necessary to try. There are no turned out methods which would allow to make procedure of more clear.

Like firm would work in a usual mode, but sales gradually fall. How to rectify situation? Where to find necessary resources which would allow to increase sales volumes at the minimum expenses? Audit of marketing and audit of sales will help both to heads of sales departments, and experts in marketing to find answers to exciting questions.

Many will ask a question: why audit and sales, and marketing? Yes because is problematic enough to spend border between marketing and sales. Besides, in many companies simply there is no marketing department.

Audit of sales is extremely necessary, if:
— You have too low cost of sales;
— Intensive growth of sales is necessary to you;
— In a sales department employees often change;
— Besides that there are no new buyers so still the old leave or reduce purchases;
— Higher incomes are necessary to you;
— It is necessary for you to trace results of sales for the certain periods of time;
— Sales in your company don't give in to long-term planning.

So, updatings in sales department work are necessary for you. But with what party to begin and where to move? Audit time has come.

The audit subject is, first of all, firm activity in sphere of sales, its productivity.

The SWOT-analysis will allow to reveal presence both weak, and strengths of activity of a sales department of the company. Also the SWOT-analysis will help to define real-life and potential threats. This analysis will give a full picture both on marketing, and on sales, will allow to be defined with the positive and negative factors influencing for work of a sales department. The SWOT-analysis will allow to be defined with necessary changes. One of the primary goals of the analysis — definition of especially vulnerable sites of a sales department. For example, such as small number of steady customers on which your firm depends.

All sets including the sizes of orders both various ассортименты and their influence on a break-even sales level are compared. All inquiries which have arrived from buyers are analyzed to define the most fruitful methods товаропродвижения. Level of recognition of firm among potential and existing buyers is considered.

In other words, full check of all spheres of activity of firm in which resources can consist unclaimed by departments of marketing and sales is carried out.

Audit of marketing and sales is spent to some stages:
— Gathering of all necessary documents;
— An exception of points which aren't especially important for firm;
— Drawing up of the certain list of workers of firm which should give answers to the questions directly connected with work of a sales department;
— Carrying out of necessary polls and conversations;
— Using the answers received during polls, to be defined with the plan of prospective actions;
— To systematize plan points whenever possible realizations, to prospective monetary injections and promptness;
— To define the employees who are responsible for this or that section of the plan, and also realization terms, to coordinate monitoring and control.

It is necessary to remember that audit isn't panacea of disposal of problems, it only plans ways of an exit from the created position. And there will be an advantage or not, depends because as the confirmed employees will work under the made plan.