Your sales team is currently sitting in two meetings:
Meeting A: You’re showcasing that amazing new pitch deck for next quarter’s product features.
Meeting B: You’re explaining why four current customers are still waiting on deliverables from last quarter.
Guess which meeting they’re mentally present for?
I’ve seen sales reps furiously taking notes on new talk tracks while their inbox is blowing up with angry customer messages. It’s like watching someone shop for a new car while their house is on fire.
The brutal truth? Your team isn’t focused on tomorrow’s pitch when today’s promises are unfulfilled. That’s not cynicism – that’s human nature.
As a global sales leader at a SaaS AI company, I once caught the VP Product practicing a new demo while several customer implementations were delayed. My exact words: “Nice presentation. You know what would make it better? Actually delivering what you already demoed.”
That struck his professional ego.
Your team’s attention isn’t something you can mandate – it’s something you earn by helping them clear the path of what’s already weighing them down.
Fix the deliverable problems first. Then – and only then – will they truly hear your brilliant vision for the future.
