Being selected for a sales tax audit can instantly shift priorities, strain internal resources, and create uncertainty across multiple departments. But a sales tax audit doesn’t have to derail your business—or put you on the defensive. The auditors are simply doing their job, but the difference between a smooth audit and a costly, drawn-out one often comes down to how well the audit is managed from day one and how well the auditor understands your business.
This webinar will walk you through practical strategies for managing sales tax audits effectively, including setting expectations early, communicating clearly, and keeping the audit moving forward. A key theme of this webinar is learning how to effectively “train the auditor.” You will gain practical guidance on explaining your business model, transaction flows, systems, and documentation in a way auditors can actually understand and work with. When auditors understand your operations, their requests are more focused, timelines are more realistic, and unnecessary exposure is reduced.
Your company might be audited directly by a state, but it might also be selected as part of a multi-state audit by the MTC. Your company may also be audited by one or more of the Streamlined Sales Tax member states – and if you are using a certified service provider you will learn they may actually handle much of the audit for you. Who is conducting the audit can change not only the process and approach, but also what your company is responsible for in terms of providing documentation and liability for any tax exposure.
We will also cover how to handle real-world audit challenges that can slow down progress or increase risk, including working with a green auditor, a retiring auditor, or an absentee auditor. You will gain tools for managing disputes, responding to auditor requests professionally, and navigating disagreements without escalating conflict. You’ll also hear directly from two former auditors who will share how they approached audits, evaluated documentation, and made decisions during the audit process. The Executive Director of the Streamlined Sales Tax Governing Board will provide insight into how audits of sellers using certified service providers are conducted and how state auditors are trained to apply their laws to participating taxpayers—giving you a rare look behind the curtain.
Whether your audit is virtual, in person, or hybrid, you will leave with a practical framework to stay organized, reduce stress, and protect your company’s interests as you move the audit toward a successful resolution.
Who should attend?
This webinar is intended for financial and operations personnel—including tax, general accounting, accounts payable, sales, tax technology, purchasing, and credit—who deal with sales and use tax as part of their responsibilities. It is especially relevant for professionals who participate in audit preparation and support, manage sales tax documentation and reporting, respond to auditor requests, handle audit notices, or coordinate information between internal departments and external auditors. The course is also designed for general practitioners and professionals with minimal to no experience, including those who are new to audits or have been asked to support a sales tax audit for the first time, and want a clear, practical approach to managing the audit process with confidence.
You have been selected for a sales tax audit. Now what?
A sales tax audit is not just a test of your records; it is a process you must actively manage. When the audit is handled well, it can move efficiently and stay focused. When it is not, audits can drag on, create unnecessary disruption, and increase exposure to assessments, penalties, and costly misunderstandings.
This webinar provides a practical, real-world approach to managing sales tax audits from the moment you receive the notice through the final resolution. You will learn how to set expectations with the auditor early, establish an organized response process, and communicate in a way that keeps the audit on track. A key focus will be on how to “train the auditor” on your business operations, systems, and records so that requests are relevant, timelines are realistic, and the audit stays grounded in accurate context.
The webinar also addresses real-world audit challenges that can increase risk and prolong audits, including working with inexperienced (“green”) auditors, auditors nearing retirement who are under pressure to close files, and absentee auditors who are difficult to engage. You will learn how to keep the audit moving forward, manage disputes professionally, and address disagreements without escalating conflict or inviting unnecessary scrutiny.
Because audits are no longer one size fits all, the webinar will also cover what changes when an audit is conducted virtually, in person, or through a hybrid approach, and how to adapt your audit management strategy accordingly. By the end of the webinar, you will have a practical framework for managing sales tax audits with confidence—one you can apply immediately to current audits or use to prepare for future ones.
During the live Q&A portion of the webinar, you can get answers to your specific sales tax questions directly from Diane and Craig.
Webinar attendees can earn 1.8 hours of CPE credit in the “Taxes” field of study
Prerequisites: This course requires no prerequisites or advance preparation.
Program Level: Basic
Delivery Method: Group Internet-Based
Additional Information about CPE
Questions about the registration or webinar process, or need help troubleshooting? Visit the Live Webinar FAQ page to get answers.
Diane L. Yetter, President & Founder, YETTER and Sales Tax Institute
Diane L. Yetter is the “Sales Tax Nerd TM” as well as a strategist, advisor, speaker and author in the field of sales and use tax. She is president and founder of YETTER Tax, a sales tax consulting and tax technology firm in business since 1996. She is also the founder of The Sales Tax Institute, which offers live and online courses to educate business professionals about sales and use tax.
More About Diane L. Yetter
Craig Johnson, Executive Director, Streamlined Sales Tax Governing Board, Inc.
Craig is the Executive Director of the Streamlined Sales Tax Governing Board, Inc. In this position, which he has held since January 2013, he is the chief operating officer for an organization currently made up of 24 different state governments. He is responsible for the day-to-day needs of the Governing Board and its committees. Craig has been involved with the Streamlined Sales Tax Project since 2006 serving as one of Wisconsin’s representatives.
More About Craig Johnson
The All-Access Webinar Pass grants you the ability to attend an entire year’s worth of Sales Tax Institute live webinars and access all existing on-demand webinars!
As a busy tax pro, it can be hard to find quality professional development throughout the year. The All-Access Webinar Pass takes care of all your required sales tax training in one easy step. Learn from the experts about the sales and use tax issues that matter with access to the Sales Tax Institute’s monthly live webinars and full, unlimited access to the Sales Tax Institute’s on-demand webinars.