What are Rules of Engagement (ROE) and Sales Policies?

Rules of Engagement (ROE) are the internal rules, principles, and workflows that govern your sales process — the instruction manual for how your team plays (and wins) the game. In sales, the stakes are high, emotions run hotter, and without clear ROE, things fall apart fast. A strong ROE keeps everyone aligned, reduces conflict, and drives better results.

What This Guide Will Help You Create

By following this guide, you will create a comprehensive internal reference document that defines all the rules, policies, and processes for your sales organization. This document will become the definitive source of truth that your sales team can reference to understand:

• How territories are assigned and managed
• Who owns which accounts and opportunities
• How leads are distributed
• What happens when deals cross territories or teams
• How sales recognition programs work
• And much more

How to Use This Guide

This isn't just a template - it's an interactive guide that walks you through documenting your own unique sales processes. Here's how it works:

1. Each section contains a ready-to-use prompt
   • Simply copy the prompt in the code block
   • Paste it into a conversation with your AI
   • Answer the questions with your organization's specific information
   • Save the resulting content for that section of your ROE document
2. Follow the recommended sequence
   • We've arranged sections in a logical order that builds upon previous information
   • Start with foundational elements before moving to operational details
3. Compile into your final document
   • After completing all sections, combine them into a single reference document
   • Add the introduction (created last) to the beginning
   • Format consistently and add internal links between related sections

The Complete Process: From Start to Finish

1. Initial Planning
   • Identify stakeholders for each section
   • Schedule working sessions
   • Gather existing documentation
2. Create Foundation Sections (1-4)
   • Define what accounts are and how they're structured
   • Establish territory and organizational structure