Process Audits

The strategic goals of the ranking and sales readiness audit program are to maximize
your sales by:

• Analyzing your lead qualification business rules to be sure you have the
  proper lead ranking criteria
• Distributing only the best sales-ready leads to your sales channels, which will
  increase sales and shorten sales cycles
• Increasing the value of leads that aren’t ready to buy by nurturing them to
  productively and efficiently squeeze more sales from the pipeline

The program ensures that your lead ranking process follows best practices to create
sales-ready leads.

The audit takes a deep data dive to research two lead management practices:

• Lead ranking rules
• Sales-readiness criteria

This audit will produce an assessment of your lead qualification business rules and
ranking criteria. A report will be produced that includes actionable recommendations to
improve your sales yield.

The Program

Part 1: Ranking analysis

To shorten sales cycles and increase sales conversions it’s important to appropriately
rank leads before distribution to sales channels.

In this phase we will conduct an intensive review of your leads’ ranks to see if your
lead qualification business rules and ranking criteria are properly configured. Proper
ranks will more quickly generate sales.

We will:

• Evaluate your current qualification criteria
• Identify trends in the self-qualification process, if any
• Evaluate how your lead ranking correlates to sales results
• Cross-reference the original lead rank to the final SAT (sales-action-taken)

Part 2: Sales-readiness analysis

The goals of the sales-readiness analysis are:

• Ensure that you are promptly delivering the right leads to sales channels
• Nurture those leads that have some propensity to purchase but aren’t ready for sales

We will conduct a sales-readiness analysis to:

• Ascertain if your leads are ready for distribution to the sales channels
• Determine if improvements should be made to your distribution rules

Recommendations report

Based on the information gathered in Part 1 and 2, you will receive a “Ranking and
Sales Readiness Audit Report.”

The report includes insightful and actionable information to:

• Recommendations that determine how business rules may be adjusted, if needed, to ensure sales channels receive the best leads
• Identify criteria for the leads that Marketing should nurture
• Pinpoint the criteria for leads that will never turn into a sale

Examples of a recommendation are:

“Based on your current business rules, leads that are ranked “hot” are 25% more likely
to result in a positive SAT (sales-action-taken) than leads that are ranked “warm.”. Therefore, your current ranking criteria follow best practices.”

“Leads that are ranked “cold” and distributed to Sales are opened 10% more often
than “warm” leads. Also, “cold” leads are 15% more likely to result in a negative SAT
than “warm” leads. Based on this finding, your sales team is wasting time on leads that
will not produce revenue.”