Before You Decide

What It Takes
From Your Side.

The detail your team will ask for before anyone signs anything. Access, documents, people, and what comes back.

The CRM Audit

Seventy-Four Scored Checks On HubSpot. Ninety-Six On Salesforce.

Every check has a pass threshold set before I look, so the result is a score rather than an opinion. Here are the areas and a sample of what sits inside each.

Pipeline Acceleration13 checks
  • Do your stages match how deals actually move, or the ones the software shipped with?
  • How many open deals have a close date already in the past?
  • How long does a deal that loses take, compared with one that wins?
Data & Forecast Integrity21 on HubSpot, 23 on Salesforce
  • What share of open deals are missing an amount, or a close date?
  • How often do close dates get pushed, and by whom?
  • How many duplicate or near-duplicate deals are sitting in the pipeline?
Deal & Customer Protection13 checks
  • How many open deals have no owner, or an owner who has left?
  • Is there a renewal pipeline at all, or only one for new business?
  • What happens to a deal when the person working it goes quiet?
Selling Time Recovery20 checks
  • What is the system asking reps to do by hand that it could do itself?
  • How is commission calculated, and who spends time reconciling it?
  • Which required fields are being filled in with anything just to move on?
Enterprise Governance7 checks · HubSpot
  • Who can change a stage definition, and is there a record when they do?
  • Are permissions set so the numbers can be trusted across teams?
Demand Generation and Support27 checks · Salesforce
  • Where does a lead come from, and is that recorded consistently?
  • What happens between marketing handing over and a rep picking up?
  • Do support signals reach anyone before a renewal is at risk?

Salesforce carries more because there is more to get wrong. If you do not own a feature, the questions about it are not asked and not counted against you — your score is out of the checks that apply to what you actually have.

What I Need

Read-Only Access And A Short List Of Documents.

System access
Read-only to your CRM. I never write to it, and nothing gets installed. If your admin prefers, they can run the exports and send them instead — it takes longer but it works.
From finance
Twelve months of AP detail filtered to software and tools. AR aging. The renewal list with current rates. Commission and comp plans, totals only — never by person.
From sales ops
Closed-won orders for the period. Your price book or list pricing. Any approval or exception records for discounting.
Customer revenue
Revenue by customer, this period and the one before, with start dates. Usually the hardest single request — ask for it in week one. If it cannot be produced, that is itself a finding and it goes in the report.
Delivery evidence
Whatever shows work was delivered — shipment records, provisioning logs, or services time entries. Used on a sample, not a full reconciliation.

Anything you cannot produce, I record as a gap rather than filling it with an assumption. A blank in the report is a finding.

Who I Need To Talk To

Thirty To Forty-Five Minutes Each.

Your sponsorUsually the CFO. One person who can unblock access and say this matters out loud.30 minutes
Sales leaderProcess, forecast, territory and quota logic, coaching rhythm.45 minutes
CRM admin or RevOpsThe technical inventory. Whoever wears the hat, even part-time.45 minutes
Two or three repsWhat actually happens versus what is documented. Usually the most revealing conversations.30 minutes each
Whoever owns renewalsIf nobody does, that is the answer and it takes five minutes.30 minutes

Sponsorship has to be said out loud. If your team thinks this is an audit of them, I get audit answers, and the whole thing is worth less.

What Comes Back

Six Things, Twenty-Four Hours Before We Talk.

1
Findings by tierEach one an exact number, a range, or a risk level — said before the figure, not after.
2
A scorecardYour pass rate in each area, against the threshold set before I looked.
3
The full ledgerEvery check, its threshold, your result, and whether it applied to you at all.
4
An owner on every lineA named role, not a name. An item with no owner does not get fixed.
5
What you can fix without meSaid plainly, including the things your own team can close this month.
6
What I would refer outAnd to what kind of firm. Naming the boundary is what makes the rest worth believing.

Still Missing Something

Ask Me Anything Not On This Page.

Security review questions, a sample of the report format, how this would work with your particular setup. I will answer in writing so you can forward it.

Or email me directly — [email protected]