Question:

If your service-level agreement provides your sales team with more leads than they can handle, what’s the FIRST thing you should do?

Answer:

  • Evaluate each rep’s sales velocity and look for areas that can be improved.
  • Recalculate the SLA to make it more reasonable.
  • Hire more salespeople.
  • Have your marketing team nurture the leads sales can’t get to until sales is able to contact them.

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