Just completed a workshop for sales and operations team. Very smart people but struggling with the goal of working together for their shared objectives. What stood out though was the many times I have observed conflicts between two teams who, on a day to day functional level, live in different worlds. Sales are the Hunters, while Ops are the Farmers. Sales people target,qualify and close a deal, then usually they are off to the next hunt. The Ops people then work to service and take care of these new customers and often have to clean up the messes left by the sales team. I have worked with over 100 companies and have often observed the same conflict between the sales and ops teams. Rarely do they work collaboratively well together and navigate for mutual success. Usually they are in survival mode and blaming each other when customers are not happy. Do sales over promise? Do ops under deliver? What do Sales/Ops Navigational teams do differently?
Posted on: Wed, 10 Jul 2013 03:26:40 +0000
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