Rules of engagement (RoE)

Rules of engagement (RoE) in B2B sales refer to a set of guidelines and protocols that clearly define how sales teams and representatives interact with prospects, customers, and other internal teams (such as marketing or customer success). These rules are put in place to ensure consistency, efficiency, and fairness throughout the sales process by minimizing conflict between sales reps, preventing overlap, and ensuring a smooth and consistent customer experience. Ultimately, defining the rules of engagement for sales team can help to avoid confusion, improve sales efficiency, and create a better experience for both the sales team and the customers.