Turning Sales Anxiety Into Sales Excellence
Let’s Get This Straight
The words “Sales Audit” evoke unease across sales floors. Reps panic. Managers hedge. Leaders defend. But here’s the inconvenient truth:
The best-run sales organisations are the ones that invite the audit.
And the ones that fear it? They usually don’t know what’s going wrong—or worse, they pretend they do.
What is the GASP Assessment ?
GASP : Generally Accepted Sales Principles – is our IP for a Universal Sales Toolkit of 27 Sales Processes that define sales efficiency
At GASP Sales Academy, our audit is not a random checklist. It is a forensic diagnosis of your sales organisation’s bloodstream.
It’s called the GASP Assessment—a four-week, SOP-driven evaluation that dives deep into:
- Customer Management
- Sales Partner Management
- Sales Team Management
- Sales Operations Management
- KRA Alignment & Role Clarity
Step-by-Step: GASP Assessment SOP
- Week 1: Kickoff post-NDA, leadership briefings, historical challenge reviews
- Week 2: Field immersion, CRM review, sales ops & funnel diagnostics
- Week 3: Territory-wise data mining, KRA documentation, Org structure analysis
- Week 4: Consolidation of insights, opportunity mapping, leadership presentation
Total Effort: 15 Mandays | Outcome: Unfiltered Truth
1. Customer Management: Do You Really Know Your Buyer?
Audit Touchpoints:
- Product knowledge consistency
- Competitive intelligence depth
- Persona-based narrative delivery
- Conversion success by stage
- Complaint logging and closure mechanisms
💡 Most organisations track conversion. GASP assesses conversation quality.
2. Sales Partner Management: Channel Clarity or Chaos?
Audit Touchpoints:
- Role clarity of each partner
- Selection logic (or lack thereof)
- Onboarding, targets, incentive design
- Joint business planning frequency
- Exit norms and red flag handling
💡 A partner is not just a route-to-market. They’re a capability extender—or limiter.
3. Sales Team Management: Structure Reflects Strategy
Audit Touchpoints :
- Role mapping vs execution reality
- Hierarchy vs empowerment balance
- Hiring metrics: attrition, effectiveness
- Performance feedback rituals
- Training alignment with KPIs
💡 A misaligned org chart is the slow poison of productivity.
4. Sales Operations Management: Process ≠ Performance
Audit Touchpoints:
- AOP to field execution tracking
- Funnel quality checks (not just quantity)
- Usage of CRM vs effectiveness of CRM
- Lagging vs Leading Indicators
- Review forums that result in real actions
💡 Spreadsheets are not strategy. Action is.
5. KRA Summary: Are You Measuring What Matters?
From the KRA SUMMARY Sheet, we assess:
- Duplication or gaps across KRAs
- Cross-functional accountability clarity
- Strategic priorities vs tactical overwhelm
- Individual KRAs tied to revenue levers
- The “so what” of every metric
💡 KRAs that don’t cascade into behaviour are just corporate decoration.
So, Who’s Afraid of the Audit?
- ❌ Sales managers who manage “by gut”
- ❌ Teams afraid of exposure
- ❌ Leaders stuck in quarterly survival mode
Who Should Embrace It?
- ✅ Visionary leaders who want scalable growth
- ✅ Teams that want clarity, not chaos
- ✅ Sales orgs who believe in Process-Driven Performance
🔔 Final Thought
Sales Audits are not about catching people. They’re about catching blind spots before the market does.
Turn Sales Anxiety into Sales Excellence
If you’re serious about operational excellence, the GASP Sales Audit will show you:
- What’s working
- What’s wishful thinking
- And what must be re-wired—fast.
📞 Ready to face the mirror?
Let’s talk. Contact Dinkar Suri at : +91 9920312717 📧 dinkar@gaspsalesacademy.com 🌐 www.gaspsalesacademy.com
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