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?
- 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.
Explanation
When sales receives more leads than they can handle, the first step is to assess sales velocity to identify inefficiencies in follow-up, conversion, or time management. Understanding rep performance helps determine whether process improvements can increase capacity before changing the SLA or hiring new staff. Optimizing existing workflows ensures leads are handled efficiently and maintains SLA effectiveness. Sales performance analysis prevents unnecessary resource allocation while addressing lead overload.
Why the other options are incorrect
B) Recalculating the SLA before evaluating velocity may mask underlying inefficiencies.
C) Hiring more salespeople is premature without understanding current capacity and process gaps.
D) Having marketing nurture leads is a temporary solution and does not address sales performance issues.
Source for verification
HubSpot Sales Enablement and Lead Management
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