Question: Evaluate this SLA: Marketing will generate 250 qualified leads each month, and sales will convert 50 of those leads into customers.
- 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
A sales and marketing SLA should define the actions each team must take, not guarantee outcomes like closed deals. Requiring sales to convert a set number of leads focuses on results rather than the process, which is outside the SLA’s scope. Effective SLAs track lead delivery and engagement activities that are within the teams’ control. Process-based metrics ensure accountability and alignment without setting unrealistic expectations.
Why the other options are incorrect
B) The requirements are specific but incorrectly focused on outcomes.
C) Both marketing and sales responsibilities are listed, so no component is missing.
D) The SLA is flawed because it emphasizes results instead of required actions.
Source for verification
HubSpot Sales and Marketing SLA Guide
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