How-to
How to Run a Retail Sales Execution Audit in 30 Days (Without a Mystery Shopper)
A sales execution audit answers one question: is the floor selling the way you trained it? The traditional answer takes a quarter and a mystery shopping agency, and describes one scripted visit per store. The thirty-day version below observes real conversations, with consent, and ends with a scorecard the network can act on.
Before day one
- The playbook written as six to eight named steps with a plain description of what counts as done.
- Consent signage at the entrance and desk, and the advisor's disclosure line, from the free generator on this site.
- Five to ten pilot stores across at least two regions and two footfall tiers.
- A baseline: last quarter's conversion by store, and any existing recordings scored through InstaAudit.
Week by week
- Days 1 to 7: capture begins. Watch coverage only. If advisors are recording fewer than half of walk-ins, fix trust before anything else.
- Days 8 to 14: first scorecard. Adherence by step and store; the most-skipped step by region; top objections in customers' words.
- Days 15 to 21: one fifteen-minute coaching session per store on the single most-skipped step, with three transcript lines and the network's best example.
- Days 22 to 30: second scorecard. Step adherence and conversion week over week; the objections that moved; recommendations by region.
What the audit report contains
- Coverage by store, so every number has its denominator.
- Adherence by step, by store and region, with evidence.
- Offer accuracy for the month's scheme.
- Objection mix, answered versus unanswered.
- Lead capture rate and follow-up within the window.
- Three named changes: the step to coach, the objection to answer centrally, the store to visit.
Frequently asked questions
Do we need a mystery shopper at all?
Not for selling. Keep mystery shopping for the visit experience: signage, queues, cleanliness.
What if advisors do not record?
Coverage is the first metric for a reason. Advisors record when the standard is written, the score is theirs to see, and nothing is held against them without a transcript line.
Related reading
Where Borentis applies this
- Playbook Adherence: Your playbook, finally observed.
- Execution Scorecards: See the floor before the P&L does.
- Coaching from Best Conversations: Your best advisor, teaching everyone.
Borentis is the Agentic Operating System for Customer Interactions, built for Indian retail floors: consented one-tap capture on the advisor's phone, every conversation scored against your playbook with the evidence behind every number, leads created when a number is heard, and coaching from your own best conversations.