Accelerate growth through sales! The Sales Audit powered by Verde Martin is a sales acceleration process that helps small and mid-sized business leaders find new revenues, savings, and efficiencies by maximizing the sales process through our own tested and proven sales audit system. Not unlike a financial audit measures gaps in financials, we walk businesses through a Sales Audit to measure gaps in your sales process. It’s no secret that sales make the world go round. Selling drives the economy, feeds growth, and pushes innovation. It’s crucial that your business creates a sales strategy and invests the time to do it well, because sales can make or break your business. You can have the best idea or product in the world, but unless you can sell it, nothing happens. We will help you identify your unique sales needs and gaps in your current sales process, and then we work with you to design a custom sales program to fill in those gaps and meet the everyday needs of your business, creating an easy-to-follow path to increased sales. Verde Martin has supported over 100 for-profit and non-profit organizations since starting in 2007 with a proven track record of success. Once the sales audit process is completed, customers realize an average 30% increase in profits over the duration of a year.

1. Is your business winning?
Sales Acceleration by Verde Martin

2. People buy things to realize their aspirations

3. Signs & Symptoms
• Extreme growth or decline in business
• Sales revenue increased but profitability is
flat line or in decline
• Turnover in sales team
• Late in delivery
• Pricing, cost, and quote issues
• No strategic plan
• No MVV

4. Signs & Symptoms
• Absence of clearly defined sales process
internally or externally
• Lack of or confusion in marketing strategy
• Customer retention issues
• Employee engagement issues
• Technology gaps
• Customer service problems
• Vision, direction, and forecast

5. Components of Sales Audit
Steps of
the Sale
Systems
Goals Marketing
Sales
Team

6. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

7. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

8. Special Glasses

9. Business Review-Customer Breakdown
Service # of Customers
Parts 7
Service Calls 583
Check-Ups 441
Installs 56
Total 1087

10. Business Review-Revenue by Business Unit
Service Rev by Service
Parts $729.70
Service
Calls $131,327.00
Check-Ups $44,235.95
Installs $274,247.62
Total $450,540.27

11. Mission
Mission: Why does the business exist?
• “Understand the customer’s needs,
repair before replacing, honor the quote,
use fair pricing, and have a positive
relationship with customers.”

12. Mission
Contains 3 key components:
• Key market – who is your target
client/customer? (generalize if needed)
• Contribution – what product or service do
you provide to that client?
• Distinction – what makes your product or
service unique, so that the client would
choose you?

13. Mission
Examples:
• Google:
– mission is to organize the world's information and make it
universally accessible and useful.
• McDonald’s:
– is to be the world's best quick service restaurant experience. Being
the best means providing outstanding quality, service, cleanliness,
and value, so that we make every customer in every restaurant
smile
• Mary Erlain:
– is to help as many people as possible to develop themselves and
discover their God-given gifts and talents

14. Vision
Vision: Where is the business going?
Inspires the business toward growth.
Points everyone in the organization in the
same direction.
• “Fake (real company name) will meet all our
customers heating and cooling needs.”

15. Vision
• Outlines what the organization wants to be,
or how it wants the world in which it
operates to be.
• It is a long-term view and concentrates on
the future.

16. Vision
Examples:
• Amazon:
– Our vision is to be earth's most customer centric company; to
build a place where people can come to find and discover
anything they might want to buy online.
• Kraft Foods:
– Helping people around the world eat and live better.
• Mary Erlain:
– Be a friend and confidant to those people whom I value in my
world outside my immediate family.

17. Values
Values: What you stand for and why you
exist. Needs to be meaningful and
inspirational to those inside the
organization. Unchanged over time.
• “Trust- service is guaranteed or you
don’t pay. Fair Pricing. Understand the
Customer

18. Values
• Beliefs that are shared among the
stakeholders of an organization.
• Values drive an organization's culture and
priorities and provide a framework in which
decisions are made.

19. Values
• Tasty Catering:
1. Always moral, ethical and legal
2. Treat all with respect
3. Quality in everything we do
4. High customer service standards
5. A competitive and strong determination to be the best
6. An enduring culture of individual discipline
7. Freedom and responsibility within the culture of individual discipline

20. Goals
Goals: The vision with a timeline.
Establish 3, 5, or 10 years goals which
are measurable.
• “Grow into a $2M business”

21. Goals
• SMART
– Specific
– Measurable
– Attainable
– Realistic/Relevant
– Timely/Tangible
• 3, 5, or 10 year which are measurable

22. Goals
Examples:
• Revenue:
– An increase in revenue overall, or by product line, is accomplished
by setting a percentage increase, such as a 50 percent increase by
the end of the fifth year or by setting a dollar amount, such $3
million in sales.
• Growth:
– doubling market share, establishing a certain number of locations,
penetrating different markets or bringing out a new product line.
• Exit Strategy:
– Owners exiting company, selling company, going public…

23. Goals: Mission, Vision, Values Worksheet
Mission
Values
Target Market
Strategy
Geography:
Demographic:
Psychographic:
Vision
3, 5. 10 Year
Revenue:
Profit:
Measurables:
Vision:

24. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

25. Steps of the Sale
Step 1: The buyer has a need, problem, or want (WANT)
Step 2: The buyer seeks knowledge (AWARENESS)
The consumer is in search of information so he or she
can meet a need, solve a problem, or fulfill a want. At
this stage the consumer seeks information or
knowledge.
Step 3: The buyer collects the information and evaluates
the alternatives (KNOWLEDGE)
At step three, the consumer eliminates products and
services and decides what product or service is best.
Consumers are selecting the best product or service
based on the information they have. They also base
decisions on their experience.

26. Steps of the Sale
Step 4: The buyer chooses (SELECTION)
The buyer makes a selection.
Step 5: The buyer purchases (CLOSE)
This step includes payment or a commitment to purchase.
Step 6: The buyer uses (VALUE)
Customer service, account management, and post purchase
behavior fall into Step 6. Customer service and account
management usually support a service. Post-purchase
behavior is when the consumers mentally rank the
satisfaction of a purchase. They evaluate if they liked the
store, the sales person, the product, or the service.

27. Steps of the Buy
Step 1: WANT Heating System
Step 2: AWARENESS Website, referral, current
relationship, advertising
Step 3: KNOWLEDGE Collect Quote, Cost, Time,
Payment Options, Process,
Reliable, Take away old furnace
Step 4: SELECTION Compare price, product, warranty
Step 5: CLOSE Communicate decision, set date
Step 6: VALUE Customer feels good, Evaluation,
Phone call to follow up, Training by
Technician

28. Steps of the Sell
1. Lead Generation
2. Qualify Lead
3. Set Appointment
4. Discovery
5. Recommendation
6. Quote
7. Install/Repair
8. Collect Payment
9. Follow Up

29. Steps of the Sell
Step 1:LEAD GENERATION Website, advertising, sticker on air
conditioner and furnace, target
advertising to homes over 18 yrs
Step 2:QUALIFY LEAD Questions measure resources,
interest, and need
Step 3:SET APPOINTMENT Many options for times, define
expectations of call, send photo of
worker for safety
Step 4:DISCOVERY Questions to determine selection
criteria
Step 5:RECOMMENDATION Info based on Discovery Appt

30. Steps of the Sell
Step 6:QUOTE In writing, all details
Step 7:INSTALL/REPAIR On time, clean, train customer how
to change filter, answer questions,
repair it correctly the first time
Step 8:COLLECT PAYMENT Office processes payment
Step 9:FOLLOW UP Send email with survey to customer
Follow up with a phone call, Mail out
thank you note, mail out referral
letter

32. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

33. Marketing
• Industry and Benchmarks
• Consumer Behavior
• Competition
• Target Market
• SWOT
• Advertising/Public Relations/Publicity/Direct Marketing
• Pricing and Cost
• Brand
• Positioning
• Customers Thoughts
• Channel

34. SWOT

35. Target Market
• Identify Best Customers
• Characteristics
• Demographics
• Consumer
• Age, Gender, Location, Income,
Education, Family Status
• Business
• Industry, Location, Firm Size (employees
or revenue), SIC Code

36. Target Market
• Identify Best Customers (cont’d)
• Characteristics (cont’d)
• Geographic's
• Zip code, state, neighborhood,
region
• Psychographics
• Personalities, values, attitudes,
interest, lifestyle
• Survey
• Collected Client Data

37. Networking
Moment

38. Competition
• Identify Top 5 Competitors
• Price
• Channel
• What do they do different?
• What do they do better?

39. Brand Architecture
Core essence
Brand personality
Emotional benefits
Product benefits
Product attributes
Target
•What is the principle the brand
is based on?
•Key traits in all communications
• Internal motivations that drive
customers to brand
•Competitive advantage-the
benefits the customers receive
•Characteristics of the brand
•Why customers believe?
•Key audience
• Internal and external

41. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

42. Sales Team
• Sales Roles of the Sales Team
• Manager
• Telesales
• Direct Sales
• Channel Sales (partners)
• Best Practices
• Training
• Hiring
• Expectations
• Measured
• Compensation
• Is it driving results?
• Territory Management
• Forecasts

43. KPI’s

44. Components of the
Sales Audit
Goals
Steps of
the Sale
Marketing
Sales
People
Systems

45. Systems
• Custom Relationship Management-
CRM
• Integrated Voice Response
• Online Marketing Systems
• Website Hosting
• Payment Processing
• Client Data
• Financial
• Key Performance Indicators-KPI’s

46. KPI’s

47. Goals
Goals
 Mission
 Vision
 Gap Analysis
 Values
 1-3 Year Goals
 25 Year Goals

48. Gap Analysis
Copyright©2012 Verde Martin, Inc. All Rights Reserved.
Revenues
Programs
Marketing
Sales Team
Market Share
Technology
* Today ^ Goal

49. Purpose
• What is the Purpose of your business?
• Why are you in business?
• Who do you serve?
• Elevator speech:

50. Goals: Mission, Vision, Values Worksheet
Mission
Values
Target Market
Strategy
Geography:
Demographic:
Psychographic:
Vision
3, 5. 10 Year
Revenue:
Profit:
Measurables:
Vision:

51. KPI’s
• What Key Performance Indicators can be
associated with your goals?
• Is the KPI obtainable?
• Is the KPI measurable?
– There should be at least one KPI for each Goal