Nothing like a sales presentation to find out what your company can do!
I like to think I have a pretty good idea of what my company has the capability to deliver.
However, the more sales calls I sit in on the more I realize that one of three things is true:
- Our salespeople know a lot more about what my company (and in particular my department) can deliver.
- Our salespeople are completely unaware of what we can do.
- Our salespeople will say whatever it takes to get the sale.
When I first joined the company and would sit on a sales call, I would think that the salespeople simply knew more about the company since they had been there longer and had seen more of our projects.
After a few months on the job, and several salespeople later, I would think that the salespeople have no idea what they are talking about when they promised things I knew were unrealistic.
Now, I think it is a combination of #2 and 3. Our newer salespeople seem to be unfamiliar with our offerings and abilities. Our more senior salespeople on the other hand, seem to be under the impression that we can deliver whatever they think up in their mind.
It is getting so bad that our salespeople now try to convince us that we are wrong when we alert them that a claim they make is unrealistic. My team is the group responsible for creating/deploying the majority of company deliverables, but our salespeople seem to feel that they know more about the system because they have demonstrated it to a few clients.
So far, these claims have not come back to haunt us, but I am afraid that one day it will. So for now, I will continue to tell the salespeople what our system is capable of...all the while smiling when I hear claims to the contrary from our sales force.