Intro
What to Audit in Your Sales Stack Before Q2
Q2 is where sales plans meet reality.
Whatever gaps exist in your sales stack right now will show up fast—missed targets, frustrated reps, unreliable forecasts, and leadership scrambling to explain why pipeline didn’t materialize as expected.
The smartest sales leaders don’t wait for Q2 problems to surface.
They audit their sales stack before the pressure hits.
Here’s a practical, no-fluff checklist of what to audit now—while there’s still time to fix it.
1. Data Accuracy (The Foundation Everything Depends On)
Before evaluating tools, start with the data flowing through them.
Ask:
- How often is contact and account data updated?
- How much manual verification do reps still do?
- How frequently do emails bounce or calls go nowhere?
If reps don’t trust the data, they won’t trust anything built on top of it—AI, automation, or reporting.
Audit signal: If “double-checking LinkedIn” is part of the SDR workflow, your data layer is broken.
2. Prospecting & Enrichment Workload
Prospecting should be about prioritization, not cleanup.
Audit:
- How long reps spend building and fixing lists
- How many tools are required just to prepare outreach
- Whether enrichment happens automatically or manually
Every minute spent correcting data is a minute not spent selling.
By Q2, that lost time compounds.
3. CRM Health and Automation
Your CRM should be a system of record—not a system of labor.
Review:
- Which fields require manual updates
- How often records go stale after creation
- Whether automation actually reduces rep input
If CRM hygiene depends on rep discipline, it will fail under Q2 pressure.
4. Tool Overlap and Redundancy
Sales stacks grow quietly.
Audit your tools for:
- Overlapping functionality
- Point solutions solving narrow problems
- Tools used by leadership but ignored by reps
If two tools answer the same question differently, neither will be trusted.
5. AI Outputs vs. AI Inputs
Most sales teams evaluate AI by its outputs.
That’s a mistake.
Audit the inputs instead:
- What data feeds your AI tools?
- How fresh is it?
- What assumptions are baked in?
AI doesn’t fix broken data—it amplifies it.
6. Visibility for Sales Leaders
Leadership shouldn’t need extra meetings to understand pipeline health.
Audit whether your stack provides:
- Real-time pipeline visibility
- Clear signals on deal movement
- Forecasts that don’t require caveats
If numbers are debated instead of acted on, visibility is failing.
7. Rep Experience Under Pressure
Q2 stress exposes friction.
Ask reps:
- Where do you lose the most time?
- What tools slow you down?
- What data do you trust the least?
Burnout is often a signal—not a performance issue.
What High-Performing Teams Fix Before Q2
The best teams don’t add more tools before Q2.
They:
- Replace static data with real-time intelligence
- Eliminate manual enrichment
- Consolidate workflows
- Let automation feed the CRM instead of the reverse
Platforms like FAC Intelligence help teams audit and upgrade the most critical layer first—the data—so everything else in the stack actually works when Q2 pressure hits.
Final Takeaway
If your sales stack isn’t audited before Q2, it will be stress-tested during it.
Fix accuracy, automation, and trust now—while there’s still time.
Q2 rewards teams with clarity.
Not excuses.
