In complex companies, it can be hard to keep your teams in sync. Your pre-sales team is focused on getting quotes out the door and winning business, while your post-sales team is focused on execution. But if pre-sales and post-sales aren’t aligned, problems can arise during delivery. It’s the responsibility of your post-sales organization to deliver what the presales-team scopes—if they’re not on the same page, the process gets messy. By aligning pre- and post-sales you can maintain efficiency and avoid wasting time with unneeded meetings.
Aligning Pre- and Post-Sales
Here are some tips to help you keep pre-sales and post-sales on the same page.
Use Simple Language
A common language is absolutely necessary for the pre- and post-sales relationship. Precise wording is key. One of the easiest ways to ensure alignment is to make sure the descriptions of what your pre-sales team matches what your post-sales team is going to deliver.
For instance, ScopeStack’s standard task library allows you to define descriptions of tasks in a standard way so your pre-sales team can pull in pre-approved language and tasks.
This not only aligns pre and post-sales but rapidly speeds up the process and brings unity to the language being used.
Close the Loop
“Closing the loop” is validating any differences between the level of effort scoped and the level of effort actually billed during a project. In order to “close the loop”, you need to have consistent service tasks with approved language that can be measured. With ScopeStack, since you took the time to define what those services were on the front end, the delivery team will know exactly what to do during project execution.
Pay Attention to the Details
Make sure every step the post-sales team will execute is included in the SOW. If it’s not in the SOW, you won’t get paid for it. No one’s going to be happy about that. (Well, no one except the client, that is.)
Use Repeatable Tasks
Wherever possible, use repeatable tasks and only customize when necessary. That way there’s less room for error and everyone is speaking the same language.
Review and Approve of Statement of Work
Make sure your delivery engineers don’t have to deal with that awkward moment when the client says the SOW the engineer shows up with doesn’t match what they were sold.
Part of your process should include getting approval from all necessary parties before the customer sees the SOW.
Use Software When Appropriate
Sometimes adding additional tools to your tech stack just makes things more confusing. But there are also times when the right tool can solve a lot of problems.
For instance, ScopeStack cuts down on the hours you’ll spend scoping a project by eliminating the need for cutting and pasting in Excel and Word. It also simplifies the process of hunting down the required approvals.
Pass All the Details from Pre-Sales to Delivery
It’s crucial that delivery gets every detail from presales so that there aren’t any questions when they show up at the client. Ensure that you have a system in place to get all information from pre-sales into the hands of your delivery team.
Achieve End-to-End Alignment
Don’t let your engineers struggle because of pre- and post-sales not being on the same page. Ensure end-to-end sales team alignment by implementing the tips above so that you’re operating at peak efficiency.
Make Things Easier
Make things easier for yourself by ensuring that pre-sales and post-sales are aligned. Your entire sales team will thank you!
How to Reduce Services Risk & Increase Profitability
Is your presales team still scoping services with Excel and Word? There are a number of risks inherent in presales regardless of the software you’re using. but there are a number of pitfalls to avoid when you’re hacking together a CPQ from other tools that weren’t meant to be used that way.
Download our free guide, 5 Ways to Reduce Services Risk
& Increase Profitability, to learn what they are and how to make sure they don’t affect your bottom line.