When organizing Salesforce projects, it’s critical that the sales to delivery team hand-off is done well.
Prior to this moment, sales was managing the client relationship, and the client probably fully trusts them (which is why the deal was successfully closed!). However the client doesn’t trust you and your team yet, and they certainly don’t want to waste their time repeating everything mentioned during the discovery process.
The last thing you want to do as a Salesforce consultant is ask the client on day one, “Hello. Tell me about your business”.
If the sales team did their job correctly, they will have vast amounts of material to share with you: Client-provided documents, emails, meeting recordings, phone call logs, Slack messages, their own notes, discovery documents, legal documents, and so on.
Digesting all this information would take too long, and quite unnecessary, so we’ll focus on the key components. We’ll also dive into these exact documents in the next email, so today is about acknowledging the importance of the actual hand-off.
Further, once the hand-off is complete and you are running the show, it’s equally important that the sales team stays involved. This ensures project continuity, builds trust, and shows that sales is not just after a quick buck only to turn their backs once the deal is done.
The takeaway
It’s important to work with your sales team to build a solid and well connected hand-off. The last thing you want is to have the client take three steps back during this transition. When done well, it builds trust and confidence, and sets you up for a successful project.