Sales RABSIC Matrix
Last Updated: 2026-01-15 Owner: Sales Director
Core Responsibilities
This matrix defines accountability for key decisions and activities within the Sales function.
Client Acquisition
| Decision/Activity | R (Responsible) | A (Accountable) | B (Backup) | S (Support) | I (Informed) | C (Consulted) |
|---|---|---|---|---|---|---|
| Lead qualification and outreach | Account Manager | Sales Director | Sales Coordinator | Marketing | - | - |
| Initial needs assessment | Account Manager | Account Manager | Sales Coordinator | - | Sales Director | Fashion Design |
| Proposal development | Account Manager | Sales Director | - | Finance, Operations | - | Fashion Design, Operations |
| Pricing approval | Sales Director | Sales Director | - | Finance | CEO (if >$25K) | Finance |
| Contract negotiation | Sales Director | Sales Director | - | Legal (non-standard terms) | CEO (if >$25K) | Legal |
| Contract execution | Account Manager | Sales Director | - | Legal | Finance | - |
Notes:
- Proposals >$5K require Sales Director approval before sending
- Proposals >$25K require CEO notification
- Non-standard contract terms require Legal consultation
Client Relationship Management
| Decision/Activity | R (Responsible) | A (Accountable) | B (Backup) | S (Support) | I (Informed) | C (Consulted) |
|---|---|---|---|---|---|---|
| Regular client communication | Account Manager | Account Manager | Sales Coordinator | - | Sales Director | - |
| Issue escalation and resolution | Account Manager | Sales Director | - | Operations, Fashion Design | CEO (if critical) | Relevant function |
| Upsell and cross-sell opportunities | Account Manager | Sales Director | - | Marketing | Finance | Fashion Design |
| Client satisfaction tracking | Account Manager | Sales Director | Sales Coordinator | - | CEO | - |
| Annual client reviews | Sales Director | Sales Director | - | Account Manager | Finance, CEO | Operations |
Notes:
- Critical client issues (contract disputes, major delays) escalate to Sales Director immediately
- CEO informed of any client dissatisfaction \<3/5 rating
Order Management
| Decision/Activity | R (Responsible) | A (Accountable) | B (Backup) | S (Support) | I (Informed) | C (Consulted) |
|---|---|---|---|---|---|---|
| Order intake and documentation | Account Manager | Account Manager | Sales Coordinator | Sales Coordinator | Fashion Design, Operations | - |
| Production timeline coordination | Account Manager | Sales Director | - | Operations | Finance | Fashion Design, Operations |
| Change order approval | Sales Director | Sales Director | - | Finance, Operations | Account Manager | Fashion Design, Operations |
| Delivery coordination | Account Manager | Account Manager | Sales Coordinator | Logistics | Operations | - |
| Final client sign-off | Account Manager | Sales Director | - | - | Finance, Operations | - |
Notes:
- Change orders >20% of original scope require client re-approval via signed addendum
- Timeline changes >1 week require Sales Director approval
Reporting & Analytics
| Decision/Activity | R (Responsible) | A (Accountable) | B (Backup) | S (Support) | I (Informed) | C (Consulted) |
|---|---|---|---|---|---|---|
| Weekly sales pipeline updates | Account Manager | Sales Director | Sales Coordinator | - | CEO, Finance | - |
| Monthly revenue forecasting | Sales Director | Sales Director | - | Finance | CEO | Finance |
| Client satisfaction surveys | Sales Coordinator | Sales Director | Account Manager | - | Account Managers, CEO | - |
| Annual sales strategy | Sales Director | CEO | - | Finance, Marketing | All functions | Strategy |
Notes:
- Pipeline updates due every Monday by 10am
- Monthly forecasts due by 25th of prior month
Team Management
| Decision/Activity | R (Responsible) | A (Accountable) | B (Backup) | S (Support) | I (Informed) | C (Consulted) |
|---|---|---|---|---|---|---|
| Account Manager performance reviews | Sales Director | Sales Director | - | HR | CEO | HR |
| Sales process improvements | Sales Director | Sales Director | Account Managers | Operations | All functions | Relevant functions |
| Training and development | Sales Director | Sales Director | - | HR | Account Managers | HR |
| Territory/account assignments | Sales Director | Sales Director | - | - | Account Managers | - |
Decision Thresholds
| Decision Type | Up to $5K | $5K - $25K | $25K - $100K | $100K+ |
|---|---|---|---|---|
| Pricing approval | Account Manager | Sales Director | Sales Director + CEO notification | Sales Director + CEO approval |
| Discount authority | 10% | 15% (Sales Director) | 20% (Sales Director) | Case-by-case (CEO) |
| Payment terms | Net-15 | Net-30 | Net-30 (CEO notification) | Net-45 (CEO approval) |
| Contract authority | Sales Director | Sales Director | Sales Director + Legal | Sales Director + Legal + CEO |
Escalation Paths
Client Issues
Account Manager → Sales Director → CEO
Pricing/Contract Disputes
Account Manager → Sales Director → Legal/Finance → CEO
Production Delays
Account Manager → Sales Director ⇄ Operations → CEO
Payment Issues
Account Manager → Sales Director → Finance → CEO
Matrix Notes
RABSIC Role Definitions
- R (Responsible): Does the work, delivers the output
- A (Accountable): Final authority, approver, owns outcome (exactly ONE per decision)
- B (Backup): Stand-in if Responsible unavailable
- S (Support): Actively assists Responsible, provides resources
- I (Informed): Receives notification AFTER decision made (passive)
- C (Consulted): Provides input/expertise BEFORE decision (two-way communication)
Key Principles
- Exactly ONE Accountable per decision - single point of ownership
- Consulted BEFORE, Informed AFTER - timing matters
- Support is active, Informed is passive - different engagement levels
- Backup only activated when Responsible unavailable - not a co-owner
Review Cadence
This RABSIC matrix reviewed quarterly at Sales team meetings to ensure:
- Roles are clear and appropriate
- Decision thresholds still align with business scale
- Escalation paths are effective
- No bottlenecks or unclear accountabilities
Last Review: 2026-01-15 Next Review: 2026-04-15