CHAPTER 8

Your Salespeople Can Be the Best Partners

Operations and sales are in a unique position in the company because sales is the first point of contact with the customer and operations is often the last. Both groups’ objectives include customer satisfaction and maximum revenue for the company. The common focus is obvious, but in many companies, the stress between the two groups can be overwhelming. Defining success together and doing everything possible to help the other be successful can dramatically improve revenue and competitive advantage. As VP, Operations, my philosophy with the sales team was that if you sell it, we’ll ship it, on time, with excellent quality, at the lowest possible cost. We worked to achieve “perfect orders”: right ...

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