**Sales Audit Job Description:**
Build an independent audit layer over QL and BIC sales to enforce SOPs, surface leakages in the lead-to-revenue funnel, and lift CVR through evidence-based interventions. The role is analytical and evidence-first; it partners with sales but operates independently.
**Purpose**
- **Audit Structure:** Design the end-to-end audit framework covering lead intake, qualification, pitch, follow-up, closure, and post-sale handover. Define sampling logic (random, risk-based, high-ticket, reactivation, dormant) separately for QL and BIC. Build weighted scorecards and lock the audit cadence, daily call sampling, weekly team reviews, monthly CVR deep-dives.
- **SOPs:** Author and version-control SOPs for lead acceptance and first-touch TAT, discovery and qualification scripts, pitch structure across MBA, MBA 2.0, BIC and PACE-fed leads, follow-up routines (D0, D1, D3, D7, D14, dormant), CRM logging and disposition standards, and escalation protocols. Maintain a single source of truth and review every 30 days.
- **Team Audits:** Audit live and recorded conversations across FOS, CGMs, and inside-sales pods. Validate CRM entries against actual lead behavior and call evidence. Cross-check PACE → BIC → MBA lead movement for funnel integrity. Distinguish systemic process failures from individual performance gaps.
- **Flag Concerns:** Operate a live flag register tagged P0, P1, P2. Escalate immediately on mis-selling, data leakage, ghosted high-intent leads, SOP bypass, and incentive misuse. Publish a weekly concern digest to sales leadership with root cause and recommended action.
**Core Responsibilities**
- **Feedback:** Deliver structured, evidence-linked feedback, every flag pairs a call clip, a scorecard, and a corrective action. Run calibration sessions with sales managers to align on standards. Track closure: every flag has an owner, a deadline, and a verified fix.
- **CVR Improvement:** Reverse-engineer funnel drop-offs using audit data alongside BGS/BBS, HTS, and VSA dashboards. Recommend stage-wise interventions, script changes, follow-up cadence shifts, lead-routing fixes, qualifier tightening. Run controlled A/B audits to validate impact. Own the monthly CVR Audit Review with leadership.
- **Lead Flow:** Map the complete lifecycle from source through PACE, BIC community, and MBA / MBA 2.0 conversion. Identify lead aging, stagnation, and silent drop-offs at each stage. Validate that routing rules, ownership, and SLAs are honored across cities.
- **Advanced Filters & Follow-up Tracking:** Use advanced CRM and dashboard filters to monitor follow-up adherence vs. SOP cadence, stale leads beyond threshold, high-intent leads without a next action, disposition mismatches, repeat reschedules, and ghost closures. Build saved audit views for each city, program, and team lead.
**Success Metrics**
- **Day 0–30:** Publish Audit Structure v1, finalize sampling logic, establish baseline CVR and a leakage map across QL and BIC.
- **Day 31–60:** Ship the SOP set for QL and BIC, activate the live flag register, and complete the first end-to-end feedback cycle.
- **Day 61–90:** Ship and measure two CVR interventions, deploy advanced-filter audit views, and lock the monthly Audit Review cadence with leadership.
Three to six years in sales audit, sales QA, revenue ops, or inside-sales quality, EdTech or high-ticket preferred. Strong command of CRM systems, dashboards, and advanced filtering (pivot logic, cohort filters, SLA filters). A demonstrated track record of converting qualitative audit findings into quantitative CVR outcomes. Sharp written communication: SOPs, audit reports, and feedback must be unambiguous. Stakeholder maturity to hold senior sales accountable with evidence. Working knowledge of MBA, BIC, or PACE-style funnels is a plus.
**Required Skills**
- Evidence over opinion, every flag is backed by a call clip, CRM entry, or data point. Independent, not adversarial, the audit function partners with sales, not against it. Pattern-seeker, prefers systemic fixes over one-off corrections. High signal, low noise.
**Key Stakeholders**
- Evaluation Head of Sales and Revenue Leadership for the weekly audit digest and monthly CVR review. City Sales Managers across Mumbai, Delhi, Bangalore, Pune, Hyderabad, and Goa for audit findings and calibration. CGM leads on the BIC side for community sales audits and feedback. Sales Ops and Data owners of BGS/BBS, HTS, and VSA for data hooks and dashboards. Program owners of MBA, MBA 2.0, and PACE for funnel integrity checks.
Performance is judged on CVR movement attributable to audit-led interventions, SOP adoption and audit-score trend, flag closure TAT against target, the quality and timeliness of weekly digests, and the month-over-month reduction in repeat findings.
Benefits:
Work Location: In person
