A document outlining the responsibilities, qualifications, and objectives for a professional tasked with identifying and qualifying potential customers for a company’s products or services. This documentation serves as a blueprint for both the hiring process and the daily activities of the individual in the role, ensuring alignment with organizational sales goals. An example includes delineating responsibilities such as conducting market research, generating lists of prospects, making initial contact via phone or email, assessing prospect needs, and passing qualified leads to the sales team.
The significance of this document lies in its ability to streamline the recruitment process, setting clear expectations for candidates and enabling efficient performance evaluation. Historically, these descriptions were often less formal, but the increasing complexity of sales cycles and the demand for measurable results have made detailed specifications crucial. Benefits include reduced employee turnover, improved lead quality, and a more focused approach to sales generation.
