AUDIT MEMO
DATE: November 29th, 2019
TO: The Vice President of Marketing, Rapid Digital
FROM: Sales Manager, Rapid Digital
RE: Company Sales Audit
Let me take this opportunity to thank everyone for their continued efforts to ensure Rapid Digital succeeds in attaining its core objectives. For the past 20 years, the company has progressively achieved her competitive edge through the constant renewal of its corporate strategy as a market leader in the provision of equipment repair services to businesses across the region.
The constant renewal of a company’s sales and marketing arm ensures that all the other units synchronize to achieve a competitive edge that enables the company to remain a market leader. In this perspective, the company shall conduct a sales audit to determine the problem areas and seek to recommend a course of action aimed at improving the company’s sales performance. Don't use plagiarised sources.Get your custom essay just from $11/page
As the Sales Manager, I shall lead the audit exercise since this is an internal audit that does not warrant the external hiring experts to audit the company. Consequently, this audit will be a precursor to a further comprehensive external review that will be scheduled hereafter determined by the outcome of this exercise.
The process of auditing will bear several thematic considerations beginning with the analysis of the hiring procedures of the sales workforce. The requirement pointers for this milestone shall be for the human resource department to furnish the nominated audit team with complete personnel records, capturing all their biographic data to ascertain the validity of the company’s hiring procedures. Another critical milestone shall be to conduct a thorough evaluation of the market conditions to know if the company’s sales targets are realistic and feasible or not. SWOT analysis for this case will suffice. The sales procedures and processes shall be evaluated to understand the models for discounting and other promotional schemes that are available for clients and their impact on the indicative margins on the sales volumes, cost analysis, and profitability. On this milestone, the audit will seek to match the sales projections on paper versus the actual sales executed by the sales team. Another sign to consider while conducting the review will cover the customer services offered when doing business, such as after-sales service, follow up and whether having a loyalty program for return customers is profitable or not and if there are any recommendations to be made for improvement. An audit of the office environment is a vital benchmark for the audit team in understanding the conditions under which the sales team operates and which determine meeting targets. The audit exercise will draw parallels from equally competitive and technology leaders in the industry to benchmark on its performance and efficiency. Benchmarking is a universally acceptable management tool that demonstrates the ability of the company to produce steady and significant improvements in its functional areas.
In summary, the audit process will aim to evaluate the sales process and understand existing gaps. It also seeks to review the existing tools and assets used by the sales team and which ones they need to ensure success in their sales work, such as a customer relations management system. The audit will assist the company in reviewing existing content and resources. Current sales leaders need to be evaluated for their quality from prospecting to closing sales. Current reporting systems will be assessed to underscore the use of sales analytics tools for real-time generation of reports. The sales synergy will get tested through interactive collaboration with different departments’ teams and how to enhance cooperation within the various departments.
I welcome your contributions and hope that you will cooperate with the audit team — success in your endeavors.