Subject areaRevenue and sales
A sales accepted lead (SAL) is the intermediate step between the marketing qualified lead and the sales qualified lead: sales takes the contact on and commits to working it within an agreed time.
No judgement on the opportunity yet, only acceptance.
It makes visible the point where contacts are most often lost, between one department and the other. The time and rules for acceptance are written in an SLA (service level agreement) between marketing and sales.
An example
A machinery leasing company sets a rule: every marketing qualified contact must be accepted or rejected within two working days. In the first month it finds that a third of contacts sat for more than a week before any call.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
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