Looking for a quick method to assess the alignment between your sales and marketing teams? Ask your marketing/revops team about the definitions of various lead stages in your CRM funnel, and then compare these with the interpretations held by your sales leadership.
I guarantee you that there’s a significant discrepancy in their understanding of key terms like a Sales Accepted Lead, Sales Qualified Lead or the criteria used for qualifying leads before they’re converted into opportunities.
While it’s great to have shared success metrics between these two departments, it’s also crucial to ensure that everyone is on the same page regarding what these metrics actually represent.