Stop making your sellers do this!

I got this question today:

"Should the salesperson be in the onboarding/handover meeting with the client or not?"

After 25 years in sales, working with 100-person sales teams, I have come to believe something about salespeople: Their highest and best use (including founders who sell) is to be on the phone, closing deals.

Time spent on other things–admin, research, internal meetings, handoff meetings–is a misuse of their talent.

And it robs you of future revenue.

Instead, dial in your sales handoff process.

When the contract is signed, give your new client a premium handoff experience and free up your seller to close more deals.


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