Sales-to-Delivery Handover (Critical for Long-Term Success)

Sales-to-Delivery Handover (Critical for Long-Term Success)

Purpose of This Lesson

To ensure promises become reality.

6.1 Why Handover Matters

Poor handover causes:

• Delivery confusion
• Customer frustration
• Trust erosion
• Blame on sales

Good handover:

• Builds credibility
• Ensures adoption
• Enables upsell

6.2 What Sales Must Hand Over

Sales must clearly document:

• Agreed scope
• Customer pain points
• Success criteria
• Key stakeholders
• Commercial commitments

Never disappear after signing.

6.3 The First Post-Sale Meeting

Sales should attend the first kickoff to:

• Reinforce value
• Align expectations
• Transfer ownership smoothly

This protects relationships.