"The salesperson or sales organization is entitled to super clear answers"

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"Sales Follows Strategy: Mr. CEO, Please Do Your Job so I Can Do Mine!
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One of the non-negotiables for a sales organization to succeed in acquiring new business is clarity. I have yet to see an individual or a sales team have demonstrable success in the marketplace without a crystal-clear picture of their mission. Let me say it another way: Sales is supposed to follow strategy. The sales team’s job is to take a clear strategy and execute it to perfection in the market. Salespeople should not be making it up as they go along. Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy. It’s essential to be able to inform the sales team about:

• Our reason for existence

• The direction the company is headed and why it’s the correct course 

• What we sell and why we sell it 

• Which markets to pursue and where we are positioned in those markets 

• The competitive landscape and how we stack up against competitive offerings, and why we’re better or different 

• Why our pricing model is appropriate for the value we create in the markets we’re pursuing and against the competition we’re facing

The salesperson or sales organization is entitled to super clear answers for each of the previous bulleted items. Sadly, too often those answers do not come. ... It is not the job of sales to set strategy. It’s our job to execute the clear strategy provided to us. Mr. CEO, please do your job so we can do ours!"

Trechos retirados de "New Sales. Simplified" de Mike Weinberg.