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00:00 – Sales audit overview
00:48 – How this audit is different
01:14 – Team background & context
02:01 – Audit structure & goals
03:14 – Lead sources overview
04:21 – Lead quality vs volume
06:16 – Setter capacity & workload
08:02 – Dial volume math breakdown
09:45 – Team size inefficiencies
11:03 – Rating lead sources
12:14 – Lead quality assessment
13:25 – Lead qualification standards
14:22 – Speed to lead analysis
16:22 – Setter KPIs review
17:46 – Leading vs lagging KPIs
19:49 – Core issues identified
21:21 – Transition to closing audit
22:04 – What a clear sales process looks like
23:32 – Setting engine walkthrough
24:49 – Show rate & follow-up systems
26:04 – Off-call vs on-call performance
27:29 – Script alignment to pain points
28:10 – Conversion rate reality
31:03 – Sales manager blind spots
32:27 – The 9 sales management pillars
34:51 – Ramp-up systems explained
36:12 – Manager vs head of sales
37:44 – Performance tracking gaps
38:28 – Feedback & training limits
39:49 – Motivation & incentives
40:55 – One-to-ones effectiveness
42:46 – Quality control time issues
44:09 – Scaling from operator to company
46:44 – CRM usage breakdown
48:00 – Lead segmentation problems
50:46 – Dashboards vs spreadsheets
52:49 – Key system gaps summary
55:36 – Fixing leaks before scaling
57:47 – Next operational priorities