# B2B Sales Process Audit Checklist (Free Template) | Sell Successfully > Free B2B sales process audit checklist template: 40 checkpoints across 7 areas to find out exactly what's missing from your sales infrastructure. Interactive and instant. Source: https://sellsuccessfully.io/tools/sales-audit-checklist/ [← All tools](https://sellsuccessfully.io/tools/)Free tool ## B2B Sales Process *Audit Checklist* (Free Template). 40 checkpoints across 7 areas. Tick what's true for you today, and the score shows what's missing and what to fix first. You enter A tick for every checkpoint that holds You get A score per area and your top gaps by impact Takes 7 minutes Costs Nothing. The full gap list asks for an email **0 of 40** checked Tick what's true for you today, not what's planned. ### 1 Lead generation0 of 6 Defined ICP with documented criteria 2+ active lead sources beyond referrals Lead scoring system in place Inbound content strategy active Outbound sequences running consistently Lead source attribution tracked ### 2 Qualification0 of 5 Discovery call framework documented Qualification criteria defined (BANT/MEDDIC/custom) Disqualification criteria defined Time-to-first-response under 1 hour Lead routing rules configured ### 3 Pipeline management0 of 6 CRM with defined stages Stage exit criteria documented Pipeline coverage ratio tracked (target: 3x) Deal velocity tracked Stale deal cleanup process Weekly pipeline review cadence ### 4 Sales process0 of 6 Repeatable demo/pitch framework Objection handling playbook Pricing presentation strategy Proposal template standardized Contract/legal process streamlined Handoff to customer success defined ### 5 Follow-up and nurture0 of 5 Automated follow-up sequences 5+ touchpoints before marking lost Lost deal nurture campaign Closed-won celebration & case study process Referral ask process ### 6 Team and enablement0 of 6 Sales playbook documented New hire onboarding under 2 weeks to productive Regular coaching/1:1s Call recording & review process Clear comp plan & targets Career progression path ### 7 Tooling and automation0 of 6 CRM configured (not just purchased) Email automation tool LinkedIn automation tool Calendar/scheduling tool Sales intelligence/enrichment tool Analytics/reporting dashboard Your score shows up once half is checked. Check what you have in place. Your score and the gaps worth fixing first show up here. How this works ## Where the score *comes from.* This checklist isn't a generic best-practices list. It's 40 specific checkpoints split across the 7 areas I actually see break down when I audit a B2B SaaS sales process: lead generation, qualification, pipeline management, sales process, follow-up and nurture, team and enablement, and tooling. Each checkpoint carries an impact score from 1 to 10, based on how much it actually moves outcomes in the audits I've run, not how it sounds on a slide. Your overall score is simply the percentage of checkpoints you've checked off, and each section gets its own grade so you can see exactly where the weak spot is. Once you've covered at least half the checklist, I run a gap analysis: I take everything you haven't checked, multiply each item's impact score by its section's weight (pipeline management and sales process carry the most weight, because that's where I see the most revenue die), and rank them. The top of that list becomes your "do these 3 things this week" plan. One honest caveat: this is a self-assessment. It only knows what you tell it by checking a box, it doesn't pull from your CRM or verify anything against real pipeline data. If you want an outside look, the free video audit is me going through your website, positioning and sales process on a 10-minute recording. ## Questions people ask ### How is my audit score calculated? Each of the 40 checkpoints has an impact score from 1 to 10, and each of the 7 sections (lead generation, qualification, pipeline management, sales process, follow-up and nurture, team and enablement, tooling) has its own weight based on how much I typically see it affect revenue in the audits I run. Your overall score is simply the percentage of checkpoints you've checked. The 'Top gaps by impact' list multiplies each unchecked item's score by its section weight and ranks the results, so you see your highest-leverage gaps first, not just a random list of missing boxes. ### Is my data saved when I use this tool? Your checklist answers live in your browser only, I never see which boxes you checked. To unlock the full report and gap analysis you enter your email, and that email (plus the tool name and the page you're on) gets sent to me via Formspree so I can follow up with your results. No spam, and I don't sell or share it. ### How accurate is this audit really? It's as accurate as your own honest answers. This is a self-assessment, not something verified against your actual CRM or deal data. It's genuinely useful for spotting where your process has structural gaps and for prioritising what to fix first. If you want a version that checks your real pipeline numbers instead of self-reported checkboxes, that's what the free video audit call is for. ## Want someone else to *look at it?* A checklist only knows what you tick. Send me your website and I'll record a 10-minute video going through it, your positioning and your sales process, with the three leaks I'd fix first. Free, in your inbox within 48 hours. [Get the free video audit](https://sellsuccessfully.io/free-audit/) [Explore other tools](https://sellsuccessfully.io/tools/) ### Embed this tool Paste this snippet into your site to embed a live, interactive version of this tool. It includes a small attribution link back to Sell Successfully.