Sales vs. Operations




One could imagine that somewhere back in the early middle ages, there was a violent outbreak between a merchant and his labor over what he had committed to sell that was unreasonable. I wish that I could have been there to watch. My instincts tell me that it would have not have been any different that the clashes that I bear witness to today. This balance can most definitely drive the success or failure of a company today. The most successful company that I have ever worked for had a organizational parity between sales and operations with the two having equal footing at the executive level. This company rose from a small operation to a highly profitable 300+ million dollar operation. When I started, I was the 154th employee. When I left, we were over 2000. This company also spent a significant amount of money to bring the two sides of life together. An annual meeting was held every year for 2 days bringing sales and operations together. This was no small expense. This diligence paid off.

Conversely, a later company that I worked for had no parity in the organizational structure. The President had spent his life in sales and there was no visible effort to maintain a balance. The company continues today to project high revenue but continually struggles with profitability and long term growth (and I might add, employee turnover is unusually high).




About Sprawlgeek.
A Seasoned Technology Visionary possessing a deep understanding of technology and business processes.

Doug has accumulated over 35 years of experience in the technology and media markets. His broad career has ranged from leading Research and Development work for a 300+ million dollar company to an E-Government startup. His efforts have been recognized by major trade associations as well as Tier 1 clients.

Doug is now a private consultant and continues to provide his insights to the industry.