You resolve sales and marketing misalignment at Beauty Routine. Simulation Details: Beauty Routine is a leading innovator in the beauty and skincare industry, celebrated for its eco-friendly and advanced dermatological products like the "GlowGuard Serum." The company’s mission is to empower customers by prioritizing wellness and confidence, earning an average rating of 4.8/5 across major e-commerce platforms. Operating in a competitive market, Beauty Routine faces challenges from emerging brands emphasizing sustainability and affordability. To maintain its edge, the company relies heavily on new customer acquisitions, which account for 60% of its revenue. However, recent misalignments between sales and marketing have caused a drop in lead conversion rates, threatening quarterly sales targets. Resolving these inefficiencies is critical for the company to restore its conversion rate and achieve sustained growth. You will step into the role of a Sales Enablement Manager at Beauty Routine, tasked with mediating a conflict between Sarah Moritz, the Sales Director, and Mike Chen, the Marketing Director. Sarah is frustrated with the quality of leads provided by marketing, citing incomplete contact information and low conversion rates, while Mike defends his team’s adherence to engagement metrics and structured processes. Your mission is to engage in one-on-one conversations with Sarah and Mike to uncover their perspectives, frustrations, and motivations. Based on these insights, you will propose actionable solutions, including new lead scoring criteria and a structured Service Level Agreement (SLA) for lead handoff. Finally, you will secure commitments from both stakeholders to implement the plan, fostering collaboration and alignment between sales and marketing. - Talk to Sarah Moritz to understand her concerns about lead quality and sales targets. - Talk to Mike Chen to explore his defense of marketing’s data-driven approach and metrics. - Propose a plan that balances engagement metrics with conversion likelihood and includes a structured SLA for lead handoff. - Secure agreement from Sarah and Mike to adopt the new lead scoring criteria and SLA. - Ensure both stakeholders feel heard and invested in the solution.