What is a sales admin audit?

A structured assessment of the operational processes around your selling: follow-up speed, CRM accuracy, meeting preparation, post-meeting execution, pipeline visibility, and admin time ratio. It reveals the specific gaps where deals are quietly dying due to process failures rather than competitive losses.

How do I know if my sales process has revenue leaks?

Common symptoms: deals going quiet after meetings, CRM data that nobody trusts, follow-ups that take more than 24 hours, pipeline forecasts that are consistently wrong, and reps spending more than 50% of their time on non-selling activities. The audit quantifies each of these.

How long does a sales process audit take?

This audit takes approximately 10 minutes to complete. Score each of the 6 dimensions honestly, total the scores, and identify your lowest dimension. That's where your biggest revenue leak is.

What's the biggest revenue leak in sales?

For most small teams, it's follow-up speed. Research shows same-day follow-ups get 2-3x the response rate of next-day emails. The gap between "meeting ended" and "follow-up sent" is where the most revenue quietly disappears.

How much revenue do sales teams lose to admin gaps?

A small team with a £10K average deal size scoring in the 60-89 range on the audit typically loses 2-3 deals per quarter to process gaps - roughly £20-30K per quarter in revenue lost to admin failures rather than competitive losses.

How can I reduce sales admin time?

Start by mapping every repeated post-meeting task. Automate what's repeatable: CRM updates, follow-up drafting, task creation, team briefings. Tools like 60 compress 40-70 minutes of post-meeting admin into under 10 minutes per meeting by working from the meeting recording.

The Sales Admin Audit: Score Your Process, Find the Revenue Leaks (2026)

How It Works

Quick Answer

A sales admin audit scores your team across 6 dimensions: follow-up speed, CRM accuracy, meeting prep, post-meeting process, pipeline visibility, and admin time ratio. Most small teams score under 75 out of 150, revealing specific gaps where deals are quietly dying.

You're not losing deals because your product is wrong. You're not losing them because the competition is better. You're losing them in the gaps between meetings: the follow-up that went out 4 days late, the CRM that says a deal is in "discovery" when the buyer's already evaluating competitors, the prep that didn't happen because you were putting out fires.

The problem with revenue leaks is that they're invisible. Nobody sends you an email saying "we went with someone else because your follow-up was generic and 3 days late." The deal just goes quiet. You mark it "lost: no response" and move on.

This audit makes the invisible visible. Six dimensions. Five questions each. Score yourself honestly. The number at the end tells you where to focus - and how much it's probably costing you.

Scoring guide

1We don't do this at all

2We do this occasionally, when we remember

3We do this for most deals, but inconsistently

4We have a system for this that works most of the time

5This is locked in. It happens automatically for every deal.

Be honest. A 3 is not bad. A 2 is not shameful. The point is to find where the leaks are, not to feel good about a score.

The Sales Admin Audit: Find Where You're Leaking Revenue

How It Works

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