Sales Due Diligence

Over the past 20 years B2B sales and marketing has evolved from being driven by talented generalists to a team game of specialists each playing their part in the successful growth of the company. As a company grows, the enthusiasm to drive forward can skip the people, processes and tools development program necessary to build such an effective growth engine. Yet the existence of a scalable business sales and marketing function is vital to deliver the ambition set out in the business plan.

The sales and marketing due diligence process compliments existing familiar advisory pre investment diligence processes. Its purpose is to test how scalable the sales and marketing functions are against a defined business horizon.

The tests are a forensic quantitative and qualitative analysis of the sales and marketing function resulting in an assessment of the current capabilities and recommendations of areas that may require attention or action post investment. Those actions focus on the top three items that would have the greatest impact.