The purpose of auditing leads and deals at Clarity may appear to be a little micro-manage-y at first but the intent for these audits is to ensure we are making positive traction on the sale and ensure that all of the documentation is kept in the right place and in the right way. There are lots of things we look for in these audits that should help give some insight as to where an account manager or sales specialist should focus their “spare” time should they come across it.
This document will walk through the basic things we expect to be done on every project. Even though that is the expectation, things come up, an account manager could get busy. We do not expect a perfect score on every project, in every category, it's complicated for that to occur. What we are looking for is a constant and never-ending improvement.
We look at a variety of things and the audit will grow and change as the business matures. Here is a brief rundown of what we are looking at and why:
+-------------------+------------------------------------------------------------------------------------------------+
|What |Why |
| | |
| |
|
+-------------------+------------------------------------------------------------------------------------------------+
|Lead Sources |Ensure that we are getting quality leads from all avenues |
+-------------------+------------------------------------------------------------------------------------------------+
|Lead Communication |Ensure that follow-ups are occurring at appropriate times |
+-------------------+------------------------------------------------------------------------------------------------+
|RFQ |Ensure that client's needs are addressed appropriately |
+-------------------+------------------------------------------------------------------------------------------------+
|Demos |Confirm that client is receiving relevant information |
+-------------------+------------------------------------------------------------------------------------------------+
|Zoho Usage |Confirm that lead is tracked and moved to the appropriate stage of the sales cycle |
+-------------------+------------------------------------------------------------------------------------------------+
|Client Satisfaction|Ensure that client gets a good first impression to set the tone and expectations for the project|
+-------------------+------------------------------------------------------------------------------------------------+