This handbook will provide you with a set of fundamental Sales processes – rules of engagement – that help to ensure fair dealing among your Sales employees, both onsite and remote. These processes will help you head off common issues such as territory and prospect ownership disagreements. The following topics are covered in the handbook:
- Territory definition and related rules
- Sales and multi-year deals
- Account transitions
- Employee etiquette
- Sales process and data quality
Be sure to clearly communicate these rules of engagement and get sign-off from all Sales employees to mitigate inter-team and inter-departmental conflict.