Question: Evaluate this SLA: Marketing will generate five qualified leads each month, and sales will contact each of them within 12 hours.
- This SLA's requirements focus on the wrong activities.
- This SLA's requirements aren’t specific enough.
- This SLA is missing a requirement.
- No change needed.
Explanation
This SLA clearly defines measurable expectations for both marketing and sales: a set number of qualified leads and a specific response timeframe. The responsibilities are actionable, trackable, and aligned with pipeline management. Clear metrics for lead delivery and timely follow-up ensure accountability and support efficient sales enablement. Specific, measurable requirements make this SLA effective.
Why the other options are incorrect
A) The activities—lead generation and timely contact—are appropriate and relevant.
B) The SLA is sufficiently specific with both quantity and timeframe defined.
C) Responsibilities for both teams are included, so nothing is missing.
Source for verification
HubSpot Sales and Marketing SLA Guide
The answer(s) to the question is highlighted in the BOLD text above. You can also find more questions and answers related to the exams on the "HubSpot Sales Enablement Certification" page.