Make Lead Handoffs Boring with RACI
Use RACI to assign clear ownership across a sales lead handoff.
RACI is a handoff clarifier, not a status chart. The operating idea Use RACI when revenue work crosses teams, systems, or approval points. In sales operations, that usually means lead routing, enrichment, stage governance, territory exceptions, deal desk, renewal alerts, or forecast inputs. The value is not the grid itself. The value is forcing the team to separate who does the work from who owns the outcome. A strong sales-ops RACI has three traits. First, each task has exactly one Accountable role. Second, Responsible roles are close enough to the work to act quickly. Third, Consulted and Informed are limited…
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