Sales due diligence (sales DD) is a pre-deal assessment of a company's ability to sell — its pipeline, sales methodology, conversion, retention, team and revenue operations. It tells an investor whether the sales plan behind the model is real.
Sales DD answers one question with evidence: can this company actually sell its way to the plan?
Where commercial due diligence validates the market, sales due diligence validates the selling motion. It is an inside-out look at how revenue is actually generated — and whether that engine can carry the growth the investment case assumes.
We set out the full working structure in our sales due diligence checklist.
Sales DD is the deep-dive on selling. GTM DD is the wider inside-out assessment that adds pricing, go-to-market strategy and demand generation. Commercial DD assesses the external market. See the full comparison.
A sales DD delivers an evidenced view of commercial capability and, crucially, a prioritised set of actions to strengthen it — the foundation of a post-deal value creation plan.
A pre-deal assessment of the ability of a company to sell — pipeline, methodology, conversion, retention, team and RevOps — to test whether the sales plan behind the model is credible.
An evidenced view of commercial capability plus a prioritised set of actions to strengthen the sales engine post-deal.
Sales DD focuses on the selling motion; GTM DD widens the lens to pricing, go-to-market strategy and demand generation across the full revenue engine.
Most often pre-deal, and also in the first 100 days or at a mid-hold reset.
We tailor our work around your needs. Let's discuss how we can help you understand — and grow — the revenue engine.
