I hear extreme answers to this question all the time. Everything from “once they’ve closed the business, they should go find more customers and not look back”, to “the relationship is built after the sale, and salespeople should be the point of contact for everything”. The answer to the question has more to do with your company’s model, and how you want to go to market. I’ve seen a lot of wasted time and poor execution because the expectations have not been effectively communicated to the sales people, project managers, service techs, etc. Even if the expectations have been communicated, they’re seldom held accountable to the process… which is another communications problem.
There are three questions every organization must answer to ensure that their sales people are optimizing their time and serving the organization in the best capacity.
Click the button below to learn the three questions.
