Question: Evaluate this SLA: Sales will contact all marketing qualified leads within five minutes.
- 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 lacks clarity on how sales will verify or document that every marketing qualified lead is contacted within the specified time. RevOps principles require SLAs to include measurable criteria, accountability mechanisms, and definitions for tracking performance. Without specifying how performance will be monitored or reported, the SLA cannot ensure consistent execution. Complete SLAs include both the target and the means of measuring compliance to drive predictable revenue outcomes.
Why the other options are incorrect
A) The SLA targets relevant outcomes (timely lead follow-up), so activity focus is correct.
B) The requirement is specific in timing but lacks the measurement and verification details.
D) Changes are needed to make the SLA fully actionable and inspectable.
Source for verification
Revenue Operations: SLAs
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 Revenue Operations" page.