The audit's primary objective is to ensure the scalability and efficiency of your company's business operations, supported by timely sales assistance. This assurance is grounded in ESPE's expertise and experience, which draws upon the best industry standards and practices. The audit provides structured feedback concerning your current Sales Operations and Enablement practices.
The key facets of the audit encompass:
- Detailed description and documentation of major areas of responsibilities.
- Verification of established practices, including the scrutiny of segregation of duties and identification of potential loopholes for fraud.
- Thorough analysis of workflows across different systems.
- Evaluation of scalability and usability for various channels, focusing on simplicity for vendors.
The framework of sales operations significantly influences the business's scalability and its potential for swift profitability. While not the sole determinant, many businesses that initially neglect this aspect face challenges when trying to expand in a cost-effective manner over time.
A lack of well-considered and agreed-upon sales operations framework often results in ad hoc decisions and rushed choices. Although such decisions may offer temporary solutions, they frequently lead to substantial maintenance costs later on. Deciding what, when, and how to automate within the sales cycle shapes the functionality of the sales systems integrated into business operations. This, in turn, directly impacts costs and the time required for adoption. A real-life example of a well-designed sales ops function reveals a 1-to-10 ratio of sales ops to sales managers, while haphazard and disjointed sales ops necessitate a 1-to-2 or even a 1-to-1 sales support ratio.
The audit report will provide explicit recommendations organized in phases, contingent on the provided sales strategy and industry best practices. These recommendations will outline the identified issue, proposed remedies, recommended functionality or resource additions, optimal methods of integration, and a cost-benefit analysis. It is imperative to maintain alignment with sales goals, ensuring that the scope of automation is tailored to the projected volume of deals and the scale of the business.