George was a new sales representative with the company. As part of his on-boarding he noticed in his job description and in the briefing from his sales manager that when it came to sales leads there were expectations of him as outlined in the Rules for Sales Lead Management. “Well,” he said, “I’m not used to it but the rules are spelled out, I have to follow-up and report on every lead as a condition of employment.”
Something similar happened to Jessie who started in marketing a week or so later. She was surprised to read in her job description that the company had rules which stated that in order to maximize the return on marketing’s investment she would have to forecast the sales results for a campaign before the campaign launched and measure the results afterward. She agreed to it, although she remarked to her manager that she’d have to learn how to do it.
Both of these new employees experienced a set of sales lead management rules for sales and marketing that were designed by someone in the company to maximize the efficacy of the sales process.