Make a Seamless Transition from Sales to Delivery and Improve Customer Satisfaction

Published March 26 2019 by Ori Fishler
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The unfortunate reality of the disparate relationship between the sale team and delivery team is a real one.  In many organizations the two teams are completely siloed from one another with completely different management teams and agendas. There can even be some intense “competition” and disagreement over who actually owns the account, what contacts are fair game to be called upon, and the overall account plan. 

Bring together sales and delivery

Even though the sales and delivery team should be in complete lock-step with each other from the beginning of the sales process through final delivery, more often than not, it’s not the case. According to a survey by Clear Company, teamwork in the workplace can stimulate creativity, engagement and innovation, yet it remains one of those commonly underutilized tools. Many of us are guilty of staying in our little nooks of expertise, comfy in our silos and never seeking out true collaboration. It’s easy to put your blinders on and get the job done, but that’s not what drives success, or growth, both individually and organizationally.

39% of surveyed employees believe that people in their own organization don’t collaborate enough.

86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures.

When communication breaks down, we start to see a lot of redundant or duplicate work, reduced quality and frustration among team members. Collaboration shines a light on all the nooks and crannies in which these issues start and fester. It provides checks and balances, keeping responsibilities of individuals in line with the greater goal of the team.

Benefits of collaboration

This rings especially true for the collaboration between sales and delivery teams. By allowing the two groups to effectively communicate with each other, they gain:

  • A complete and thorough knowledge transfer, where every piece of applicable content is shared and available
  • A clean transfer of responsibility between the groups which ultimately benefits the customer and improves satisfaction
  • The ability to execute on all tasks at hand from selling the solution to implementing in an expeditious manner – freeing up time to focus on other opportunities and prospects
  • All documentation – from unstructured data, to proposals, contracts, estimates and meeting notes – in one place

Ensure your sales and delivery teams are working hand in hand to deliver exceptional service and quality to the customer and make the most of their time.

Fullscope, an Alithya company, solutions can help enhance communication for sales teams by allowing you to share data, organize projects and remote teams in a consistent workplace, and discover important information and unique expertise among your staff.

Ori is a visionary and goal oriented senior business and technology executive who has demonstrated ability in impacting business environments. He holds several years of experience in planning, designing and implementing successful technology solutions that drive business results.

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