Sales Audit

Sales Audit Description
Whenever we need to sell OpenAgile, we need a way of discussing the benefits with prospective buyers. Our goal more specifically is not to sell anything but to find out if OpenAgile meets the needs of the organization.

The Audit is used as a means of having a conversation to build understanding of the prospects needs and to allow them an opportunity to indentify those needs in the form of benefits offered by OpenAgile.

The method in using the Sales Audit is to simply provide the checklist to the prospect and allow them to quietly go through the check-list marking off any topics of interest that they think might be of value to them. It is important not to make assumptions about what those line items mean to them because they may mean something very different than what you at first imagine. It is critical not to make any noise while they work on the checklist as this will interupt the flow of thought. Once they checked off items of interest, the conversation begins with questions inquiring what those items mean to them.

Again, the goal is not to sell anything, rather to see if their actual needs can be well met with OpenAgile. As soon as the prospect recognizes through the discussion that they have a need for OpenAgile, the sale is virtually done. There is no discussion about pricing because as they say, "everything is too expensive until it is needed". When something is needed, they will find the money.

The Sales Audit
What do you need to be agile in your Business?

	Systematic learning from work efforts

	Self motivated employees

	Frequent reflection on actions

	Building qualities, habits, skills, and attitudes

	Developing a culture of sustainable growth

	Having an encouraging, precise method of working

	Frequent measurement of results

	Systematic approaches to consultation

	Value determination of what’s most important

	Reporting and Measuring

	Reflection for Learning

	Encouragement of respect between team members

	Focus on getting stuff done as a team

	An approach that builds and sustains momentum

	A view of the Big Picture

	An approach that encourages collaboration

	Systematic Growth facilitation

	Systematic Process facilitation