Sales Strategy Shouldn’t Come from Engineering

Engineers are AWESOME at developing new products and services.

They AREN'T as awesome at sales strategy. I've been involved in many strategy sessions where the engineers are telling the sales team:

👉 What questions to ask

👉 What features to highlight

👉 How to overcome pricing concerns

I've even been asked to revise call scripts and when I ask who wrote them, it turns out it was the engineering team.

SALES REPS and sales management should be the ones to create sales strategy and call scripts. They're the ones who are out talking to customers day in and day out.

What do you think? Share your thoughts with me in the comments!