Overview
Sales Development is not a new concept, but it is finally coming out of the shadows and into the spotlight.High-growth companies have used this form of professional appointment setting as the main driving force in their customer acquisition machine.
The Sales Development team works alongside the sales organization to set qualified demos and appointments and therefore must form an agreement. A SLA (or Service Level Agreement) outlines the "code of conduct" between the two departments. The goal is to have a documented set of rules, guidelines, and expectations between the two parties to remove gray area and leave as much black and white as possible.
The key to success is having the head of both departments in the same room to hammer out the compromise. Open dialogue and transparent communication is integral to ensuring that the needs of both parties are met and that buy-in from both sides is achieved.
SaleLoft's Head of Sales Development, Sean Kester, and Director of Sales, Anthony Zhang, collaborated to create this internal SLA.
Categories
Appointment Setting, Closing Techniques, Lead Qualification, Sales Process, Sales Tools
Keywords
Lead Passing, Lead Ownership, Service Level Agreement, SLA, Sales Development, Closing, Follow up, Calender, Prospecting, Lead Generation, E-mail, Appointments, Follow ups, Lead Gen, Guideline , Marketing, Methods, Organization, Questions, Measurements, Programs, Software, LinkedIn, Technology, Learning
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