Sales organisations
Sales team audit — is it a lead problem or an execution problem?
Most sales reviews argue about lead quality because nobody has read the record. We read it — every call, note, sequence and stage change in scope — and separate sourcing from speed to lead from closing skill with evidence rather than opinion.
What you are probably seeing
The symptoms that bring people here.
- Pipeline looks full, forecast keeps slipping, and nobody can name the stage where deals die.
- Inbound leads sit for hours or days while the CRM records them as worked.
- Discounting is the default close and margin quietly erodes.
- Two reps hit target, the rest do not, and the difference has never been described in behaviour.
Method
How the audit actually runs.
Pipeline hygiene analysis
Every open opportunity is tested against its own activity record. Deals with no contact, no next step or an impossible close date are surfaced and the forecast is restated without them.
Speed-to-lead reconstruction
We rebuild the timeline from lead creation to first genuine human contact per source, per rep and per hour of the day — then quantify the conversion lost to the delay.
Call and email execution scoring
Discovery depth, qualification, objection handling and close attempts are scored against the methodology behind The School of Sales, with the transcript evidence attached to each score.
Stage-conversion modelling
Conversion and slippage are modelled by rep, by source and by deal size so training lands where the leak is, not where the noise is.
Deliverables
What lands on the table.
- Restated pipeline with hygiene exceptions listed deal by deal
- Speed-to-lead report by source, rep and hour
- Per-rep execution scorecards with call evidence
- Margin and discounting leakage estimate
- A 30/60/90 action plan and live online training for the behaviours the evidence names