Sales Management Audit

• Name of Branch

• Conducted on

  Date

• Conducted by

• Signature of Auditor

  Sign

• Branch Manager Name

• Branch Manager E-mail

• Branch Manage Signature

  Sign

Sales Management

Sales Board

• Top 10 Volume Targets visible on Board

  Yes

  No

  N/A

• Total Branch EV Target visible on Board

  Yes

  No

  N/A

Meetings

• Evidence of minutes Wheel of Fortune (Priority products for the branch)

  Yes

  No

  N/A

• Evidence of 5 minutes Sales Meeting Daily

  Yes

  No

  N/A

• Evidence of Branch Sales Meeting (All Staff)

  Yes

  No

  N/A

Management is Sales

• Evidence of discussions /Action with underperformers

  Yes

  No

  N/A

• Is there evidence that the sales structure of the branch is aligned to the strategy (G8G3)? Are there enough to sell? Are sales vacancies filled timeously?

  Yes

  No

  N/A

• Evidence of leads generators targets

  Yes

  No

  N/A

• Did the branch have any super sales days or any specific sales initiative and the results?

  Yes

  No

  N/A

• Evidence of product house visits and interventions

  Yes

  No

  N/A

• Evidence of the number of joint visits with the Business manager/Financial Planner to potential customers.

  Yes

  No

  N/A

• Is the Branch Manager represented on any Local Sales Forums or The Chamber

  Yes

  No

  N/A

• Does the sales staff have a good understanding of triggers and the importance of building a pipeline of business

  Yes

  No

  N/A

• Evidence that current campaigns are being implemented or actioned

  Yes

  No

  N/A

• Is there evidence that inadequate sales are being managed

  Yes

  No

  N/A

• Should the branch be below 90% of target, a sales remidial plan must be in place

  Yes

  No

  N/A

Product Knowledge

• Have all staff completed sales product training

  Yes

  No

  N/A

SSM/Sales Co-ordinator

• Knowledge and usage of MYBI

  Yes

  No

  N/A

• Knowledge of the top 10 money spinner products for the branch

  Yes

  No

  N/A

• Does the SSM have a good understanding of the FPR and Balanced Score Card and the impact of sales on the financials?

  Yes

  No

  N/A

• Is there a monthly performance analysis of all consultants with a focus on volume and EV?

  Yes

  No

  N/A

• Evidence of inactives on SIMS being worked on daily

  Yes

  No

  N/A

• Evidence of salary switching daily

  Yes

  No

  N/A

• Evidence of upgraded being worked on daily

  Yes

  No

  N/A

• Management of SAMS

  Yes

  No

  N/A

• Evidence that BIG3 is communicated daily to Team

  Yes

  No

  N/A

• Evidence of Mid Day cash ups

  Yes

  No

  N/A

• Evidence of "Ticket to go Home" Cashup's

  Yes

  No

  N/A

• Evidence that TMAC is up to date

  Yes

  No

  N/A

Activities

• Are staff asking for referrals from friends and family members?

  Yes

  No

  N/A

• Are the BM/SSM/SC "Watching the Game" listening to conversations and active on the banking hall floor?

  Yes

  No

  N/A

• Is BIG3 cross selling actively taking place

  Yes

  No

  N/A

• Activity Comments

Culture

• Does the branch staff display a Sales culture

  Yes

  No

  N/A

• Are Financial Planners and Business Managers part of the team

  Yes

  No

  N/A

• Is all Branch stafff involved in Sales

  Yes

  No

  N/A

• Do staff know what their individual Sales/Leads target are and where they are MTD & YTD

  Yes

  No

  N/A

• Culture Comments

• GENERAL COMMENTS

• Branch Manager Comments