Navigator’s Sales Audit
You Know Something’s Wrong.
You Just Can’t See Exactly Where.
Revenue is flat or declining. Turnover is higher than it should be. Your sales manager is busy, but nothing seems to change. You’ve tried new hires, new training, new tools — and none of it has moved the needle the way you expected.
The problem isn’t usually what CEOs think it is. It’s rarely just the salespeople. It’s almost never fixed by one more training program or one more motivational push.
The problem is that most sales organizations were never designed on purpose. They assembled themselves over time — a compensation plan carried over from a previous company, a hiring approach built on gut instinct, a sales process that lives only in the heads of your longest-tenured reps. What you’re dealing with isn’t a sales problem. It’s an architecture problem.
The Navigator’s Sales Audit is how you find out exactly what’s broken, what’s working, and what to fix first.
Not sure if an Audit is right for your situation?
Start with a complimentary Navigator’s Sales Diagnostic — a structured, no-obligation conversation that gets us both clear on where the gaps are before any paid engagement begins.
What It Is
The Navigator’s Sales Audit
The Navigator’s Sales Audit is a comprehensive, four-layer evaluation of your entire sales operation — built on The Navigator’s Chart™, the same framework I use with every client, teach from every stage, and have refined through twenty-two years of consulting practice.
Over approximately thirty days, I examine your sales organization through all four layers of the Chart: The Waters, The Vessel, The Crew, and The Route. I look at your documents, your data, your compensation architecture, your CRM, your hiring history, and your sales conversations. I talk to you, your sales manager, and your salespeople. I see your operation the way an honest outside observer sees it — without the rationalizations that accumulate on the inside.
The deliverable is a detailed written report that functions as both a diagnosis and an implementation playbook. Not a slide deck. Not a list of platitudes. A specific, layer-by-layer analysis of what is working, what is not, and exactly what to do about it — in what sequence and for what reasons.
What Gets Evaluated
The Four-Layer Evaluation
Every Audit examines your sales organization through all four layers of The Navigator’s Chart™. Most organizations have problems in more than one layer — and most organizations are only aware of the problems in one.
I · THE WATERS — Who is today’s buyer — and does your sales approach match how they actually buy?
How well does your organization understand the current buying environment in your market?
Is your sales approach built around how today’s buyers research, evaluate, and decide — or around how they used to?
How are generational shifts in your buyer base affecting your sales results, and has your team adapted?
Where are you in your buyers’ journey when your salespeople first engage — and is that working for or against you?
II · THE VESSEL — Is your sales organization built to succeed in this environment?
Is your compensation plan driving the right behaviors — or inadvertently rewarding the wrong ones?
Do you have real, documented activity metrics and a defined sales process, or do things run on habit and hope?
Is there an accountability system that functions consistently, or does performance management happen only when something goes wrong?
How well is your CRM and technology stack actually being used — and is it built around your process or working against it?
III · THE CREW — Do you have the right people, and do you know how to find them?
Are the right people in the right roles, or have you inherited a team that was never intentionally assembled?
What does your hiring process actually look like — and how does it compare to what a rigorous, data-informed approach would produce?
Is your sales manager managing — coaching, developing, holding accountable — or primarily tracking numbers and attending meetings?
What does onboarding look like for new hires, and how quickly are they producing at full capacity?
IV · THE ROUTE — Are your salespeople selling the way today’s buyers want to buy?
How do your salespeople actually prospect — and is that approach filling the pipeline or generating activity theater?
What happens in a sales conversation, and is it built around the buyer’s journey or around a script the buyer never agreed to?
Is your team’s closing approach generating decisions or creating resistance?
Where in the sales process are deals stalling, and why?
How It Works
The Process
The Audit follows a consistent four-step process that takes approximately thirty days from kickoff to delivery.
| 1 |
Document Request
Before any interviews or site work begins, I request documentation on your sales organization: compensation plans, activity reports, CRM data, org charts, sales process documentation, onboarding materials, and more. You probably won’t have everything on the list. That’s expected — and instructive. What doesn’t exist is often as revealing as what does. |
| 2 |
Evaluation
I evaluate your operation in depth. This includes reviewing all documentation, interviewing you and key stakeholders, interviewing your sales manager and salespeople (teams of more than four may affect the investment), and a site visit of typically one to two days. I observe, ask questions, and take note of the gaps between what the organization believes about itself and what the evidence shows. |
| 3 |
The Report
I deliver a comprehensive written report organized by The Navigator’s Chart™. It includes an executive summary with the three to five most critical findings, a layer-by-layer assessment with specific findings and analysis, actionable recommendations ranked by impact and urgency, and a phased implementation timeline so you know exactly what to do first, second, and third. |
| 4 |
The Debrief
I walk you through the report in a live session — typically via Zoom, with key stakeholders present. You ask questions. We discuss the findings, the priorities, and the next steps. This session is where the report becomes a plan. |
Investment
Investment
The Navigator’s Sales Audit starts at $8,000, with pricing based on the size and complexity of your sales organization. This investment includes the complete evaluation, the written report, and the live debrief session. Travel expenses for the site visit are billed separately at cost.
The Audit stands on its own as a complete engagement. You will walk away with a clear, specific picture of your sales organization and a prioritized roadmap for improving it — whether or not we continue working together.
For many clients, the Audit leads naturally into The Navigator’s Course coaching program, where I help implement the recommendations over the course of a year. When that happens, the Audit investment is credited toward the first year of coaching.
Who This Is For
Who the Audit Is Built For
The Navigator’s Sales Audit is right for you if any of the following describes your situation:
- You have a sales team of 3–50 people and you know something isn’t right — but you can’t pinpoint the root cause with confidence.
- Revenue is flat or declining and the usual fixes — new hires, new training, new tools — haven’t produced lasting results.
- Turnover on your sales team is higher than it should be and you’re not sure whether it’s a hiring problem, a management problem, or a culture problem.
- You’re preparing for significant growth and want to make sure the sales infrastructure can handle what’s coming without breaking.
- You’ve tried to diagnose the problem internally and keep arriving at the same incomplete answers.
- You want an honest, outside-perspective assessment before you commit to a larger coaching or training investment.
Where the Audit Fits
The Full Service Pipeline
The Navigator’s Sales Audit sits at the center of a three-stage service pipeline, all built on The Navigator’s Chart™. Each stage flows naturally into the next — but each is also a complete, standalone engagement.
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THE NAVIGATOR’S SALES DIAGNOSTIC Free · 45 min · Entry point Identifies where the biggest gaps are. Builds the shared picture before any paid engagement begins. |
THE NAVIGATOR’S SALES AUDIT From $8,000 · ~30 days · Deep dive Comprehensive evaluation across all four layers. Delivers the written report and implementation playbook. |
THE NAVIGATOR’S COURSE From $5,000/mo · Ongoing · Coaching Implements the Audit recommendations. Structured around the same four layers with monthly accountability. |
The Diagnostic identifies that there’s a problem and where the biggest gaps appear to be. The Audit tells you exactly what the problem is and how to fix it. The coaching engagement implements the fix. You can enter and exit at any point.
Ready to Find Out What’s Really Going On?
The first step is always a conversation. Schedule a complimentary Navigator’s Sales Diagnostic — a structured, no-obligation session where we assess your situation and determine whether the Audit is the right next step.
Prefer to call directly? 913.645.3603 · troy@troyharrison.com
Already know you need coaching rather than an Audit? See The Navigator’s Course coaching programs — or start with the Diagnostic and we’ll figure out the right sequence together.
