Question: What does a sales and marketing service-level agreement (SLA) require sales to do?
- Contact the leads marketing generates within a certain timeframe.
- Contact a certain percentage of the leads marketing generates.
- Close a certain number of deals.
- Nothing — the SLA outlines the service marketing will provide to sales.
Explanation
A sales and marketing SLA requires sales to engage with the leads provided by marketing promptly, within a defined timeframe. Timely follow-up ensures that high-quality leads are not lost and increases the likelihood of conversion. This accountability aligns sales actions with marketing efforts and supports consistent pipeline management. Lead response time is a key metric to track SLA compliance and maintain inter-team trust.
Why the other options are incorrect
B) The SLA focuses on timely engagement, not just contacting a percentage of leads.
C) Closing deals is a performance outcome, not a specific SLA requirement.
D) The SLA defines responsibilities for both sales and marketing, not marketing alone.
Source for verification
HubSpot Sales and Marketing SLA Guide
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