From the course: Sales Operations

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Key components of the rules of engagement

Key components of the rules of engagement

From the course: Sales Operations

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Key components of the rules of engagement

- The rules of engagement, or ROE, are an important part of setting up how people sell in your team and who gets credit for what. Let's talk about some of the key components of an ROE, and how to help you build your own. Before we start, a word here about crediting, or what some people call bookings. Bookings, in the context of modern sales team, are simply a way to measure sales performance. Bookings are different from revenue, in that revenue is a very specific accounting term that needs to be calculated in a defined way. Bookings, on the other hand, can be whatever you want them to be, because they're really just an operational way of counting things. For example, you can have one type of booking, which is measured by the annualized value of a deal, and another type of booking, on the same account, which is measured on the total contract value. It's not uncommon to have multiple types of bookings, even ones that double count attainment on a deal. This could never happen with…

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