Optimize your sales audit process for Life Sciences

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[Music] howdy folks kate here and on this week's video what we're gonna do is talk about a sales audit to this day the most read blog on the primitive blog is a blog post we wrote on really doing a sales audit within your own organization and so I wanted to share on a high level a little bit about that and then we're also gonna link to the blog post itself in case this this subject really interests you and you want to dig into it further but hopefully at this point in the year you're coming up on the end of the year I'm hopefully at this point you've already evaluated your digital marketing you've already thought through your digital marketing budget and you've really started to think through next year's goals and objectives as an organization and if you've done that then I think a very natural thing to do in conjunction with that is to really think through yourselves team and yourselves process and all the things that go into that and so here are a handful of things that that I would have you considered number one is your roadmap so like what is the process the sales process that someone goes through in your organization the moment they're interested in your product or your service right and it's not that it's not that has to be super formulaic so that every single person goes through the exact same process every single time the point of a road map isn't to be rigid but it is to be able to say generally speaking in our organization from start to finish here's what our process looks looks like here's when we make first contact with him with our lead here's what we you know here's what we do when we make that first contact we send an email here or you know whatever the case may be for your organization but it's really a blueprint it's really a road map that you have documented that says from the moment we come into contact with a potential product prospect to moment they say yes to our service or yes to our product or no to our service or product here's what our activity within ourselves pipeline is going to look like and having that documented is valuable for a number of reasons first of all just like goals when you write them down you're more likely to accomplish them same thing with the sales roadmap if you have it written down and it's an adopted process as an organization it's more likely that your or you if you're selling free organization is going to follow the process the other thing it does is it gives insight to the rest of the team who may not be selling it gives insight to the rest of the team in terms of what your organization's sales process is and I think that's important the second thing I would encourage you to do is to really evaluate your existing content and resources as it relates to sells what kind of blog post or content offers or ebooks or infographics or video series or any other type of content resource related to your service or product what do you have available that you can utilize when someone connects with your organization and is considering you know purchasing or buying what it is that you have to offer what kind of educational content or engaging content can you can you give to them via email or over the phone or as you interact with them through the sells journey what kind of content do you have I think most organizations would be really surprised at how little rich meaningful and gauging content they have for their selves prospects if you were to really evaluate it the third thing I'd encourage you to do is really think through and determine the quality of your existing leads what do you currently have as it relates to your pipeline is your pipeline empty is it full if it's full is it full of the right type of sales prospects and if you don't feel like it's the full of the right type of sales prospects why do you feel that way what characteristics or what things about the prospects that you have right now are either the right fit or the wrong fit as it relates to your organization and really thinking through that and really determining what your existing pipeline looks like and feels like as it relates you know to your business is there is a really critical step the next thing I have you consider is really assessing your current reporting I think reporting is one of those things that you always want to be evaluating you always kind of want to have a pulse on it at all times because if your reporting is disjointed if it's incomplete you know if you don't if you don't pay attention to it and update it on a regular basis it's really hard to make informed decision and and your cells your cells activity is no different right and so what you really want to evaluate from a from a cells reporting standpoint um I think is really simple and it varies for every organization but you want some kind of metric where if you're evaluating the progress of your cells or the success or failure of your cells activity you really want something that's dependable that's accurate and yet simple that really paints a picture as to where your organization is as it relates to cells and then lastly I would have evaluated what I call your cells synergy is your cells team whether it's an individual or a group of people are they operating in a silo are they operating separate from the executive team are they operating separate from the marketing team are they operating separate from the operations team I think it's really dangerous no matter what kind of industry you're in for your cells individuals or cells teams to really kind of live isolated from the rest of the organization and over the last eight years of doing this work more often than not then that's the reality of most organizations is that the salespeople are kind of cells people doing their own thing and really disjointed from the rest of the organization and I think that's really dangerous territory to find yourself in and so as you evaluate an audit kind of your cells cells team and sales environment within your organization that's certainly a critical thing to evaluate so that's a lot to consider but if this kind of thing interests you and you really want to look into that for your own organization I'd encourage you to check out the blog post it goes in a little bit more detail and as always if there's something I can do to help you individually or within your business please let us know [Music] [Music]