Free Resource

The 5-Minute Sales Audit Checklist

10 questions every small business owner must answer to find out exactly why they're not closing more deals.

Most small businesses don't have a lead problem — they have a sales process problem. This checklist is the same diagnostic framework Wayne uses in every new client audit. Go through each question honestly. Your score at the end will tell you exactly where your revenue is leaking.

Your Score

0/10
Yes answers
8–10 Yes
You're ahead of 90% of small businesses. Let's talk about scaling what's working.
5–7 Yes
Solid foundation — but the gaps are actively costing you revenue every month.
0–4 Yes
Immediate opportunity. Your sales process needs a rebuild — and fast.

The 10-Question Audit

Question 1
Do you have a defined sales process with clear stages?
If you can't draw it on a whiteboard in 60 seconds, you don't have one. A vague process means inconsistent results.
Question 2
Do you follow up with leads at least 5 times before giving up?
80% of sales happen between the 5th and 12th contact. Most businesses stop at 1 or 2 — and leave money on the table every time.
Question 3
Do you track your close rate month over month?
You can't improve what you don't measure. If you don't know your close rate, you're flying blind on your most important number.
Question 4
Do you have a written value proposition that separates you from competitors?
"We provide great service" is not a value proposition. If your prospect can't instantly understand why you're different, they'll pick whoever is cheapest.
Question 5
Do you know your average deal size and sales cycle length?
Without these numbers, you can't forecast revenue, plan hiring, or set realistic monthly targets. These are table stakes.
Question 6
Do you use a CRM or consistent system to track every lead?
If leads live in your head, sticky notes, or a spreadsheet you haven't updated in a month — leads are falling through the cracks daily.
Question 7
Do you ask every satisfied client for a referral?
Referrals close at 70%+ versus 10–20% for cold leads. If you're not asking, you're leaving your best leads unactivated.
Question 8
Do you have a discovery call framework or script?
Winging discovery calls means you're pitching before diagnosing. Prospects feel sold to instead of helped — and the close rate craters.
Question 9
Do you know your cost per lead from each channel?
If you don't know which channels produce the cheapest, highest-converting leads, you're probably spending money on the wrong ones.
Question 10
Do you have an email or follow-up sequence for leads who say "not right now"?
"Not right now" means "sell me later." Without a nurture sequence, those warm leads go cold and eventually hire your competitor.

What's Your Score Telling You?

Every "No" on this list is revenue walking out the door. The fastest fix is to route each gap to the right partner lane: GoHighLevel for CRM and follow-up, Upfirst for missed calls, Nav for business credit, ROK Financial for funding, and Tax Services for compliance.

Choose the Right Partner Tool →
📞 813-321-5686 ✉ biz@jwatenterprisesinc.com