Your sales team overpromised a client. How will you ensure the engineering team can deliver?
Facing a promise and delivery gap? Share your strategies for aligning your sales and engineering teams.
Your sales team overpromised a client. How will you ensure the engineering team can deliver?
Facing a promise and delivery gap? Share your strategies for aligning your sales and engineering teams.
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The first thing required is an internal meeting: 1. Why was there an overpromise? 2. Was it approved by the proper channels? 3. Any existing projects be moved to accommodate? Then, you need to determine the reason for the inability to deliver: 1. Internal resources? 2. External items (like parts from vendors)? Once you have the fuller picture, the internal conversation needs to see what can be done to meet this promise. What if we authorized over time? Can we buy services vs. making in-house? Then, with as much info as possible, and in a timely manner, you need to engage with the customer to explain the situation and the remedy, if any. After delivery, you need to prevent this from happening again with procedures or training.
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Es crucial llevar a cabo una reunión con ambos equipos para revisar las expectativas establecidas y evaluar la viabilidad de cumplir con ellas. Identificar cualquier discrepancia entre lo prometido y lo que realmente se puede entregar. Lo más importante Se HONESTO, prioriza la transparencia. Informar al cliente sobre cualquier limitación técnica o temporal de forma honesta ayudará a manejar sus expectativas. T También es importante involucrar al equipo de ingeniería en la discusión desde el principio para que puedan proporcionar su perspectiva sobre lo que es posible y lo que no. De esta forma, se puede trabajar en conjunto para encontrar soluciones que se alineen con las promesas originales y las capacidades del producto.
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overpromise by the sales team can create short-term challenges and it is something which every sales leader face. But it can be improving internal processes, enhance collaboration between teams, and foster a culture of transparency with clients. By addressing the issue promptly and strategically, you can ensure that the team delivers a high-quality solution, while also preserving and strengthening the client relationship.
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If the sales team overpromised to a client, I would start by organizing a meeting between the sales and engineering teams to align expectations. I would clearly explain to the engineering team what was promised, prioritizing essential deliverables and negotiating realistic timelines. At the same time, I would maintain transparent communication with the client, adjusting expectations if necessary to ensure the focus remains on quality rather than just speed. My approach would be to manage resources efficiently and ensure everyone is aware of the priorities without compromising the value of the final product.
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In addressing a situation where sales have overpromised to a client, the key is to act swiftly and transparently. Start by assessing the gap between what was promised and what's achievable. Facilitate open communication between sales and engineering teams to fully understand the situation. Work with the client to prioritize essential features and, if possible, negotiate extended timelines. Consider reallocating resources or bringing in additional help to meet demands. Be honest with the client about any necessary adjustments while striving to maintain their trust.
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