The document discusses the need for life and general insurance companies to conduct comprehensive sales audits of their agency offices. It notes that management needs feedback on the effectiveness of plans and quality of execution. A sales management audit is proposed to assess individual salespeople and managers. Such an audit would examine resources, processes, metrics and culture. Conducting regular sales audits would help management exercise better control over bottom-level activities, drive the corporate agenda based on field feedback, and reduce uncertainties that can hinder planning.