Pillar 03: Follow-up Operating Cadence
Hook: opportunity value declines quickly when response ownership is undefined.
Problem framing
Teams rely on rep behavior instead of enforced SLA and escalation workflows.
Why typical solutions fail
Automation is added without owner accountability and stage-based controls.
The operator approach
Define response windows, escalation triggers, and stage responsibilities in one governance model.
Checklist
- SLA matrix by lead type.
- Owner assignment by stage.
- Urgent escalation rule set.
- Weekly compliance reporting.