Do You Design Exactly What Was Sold

March 23, 2026 Selling Comments Off on Do You Design Exactly What Was Sold

This might seem like a ridiculous question but: do you design exactly what was sold?

Is the communication between applications engineering and engineering detailed enough to allow engineering to understand exactly what was sold in a language that they can understand? That might be a better question.

We find that in many companies this is not the case. Sales/Applications engineering speaks in one language and engineering speaks in another. I’m sure this is not a unique situation in that sales reports to one hierarchical structure and engineering reports to another and in these cases sales management communications and engineering communications can differ causing structural miscommunication.

The result can be difficult if not catastrophic in that the customer does not get what they thought they bought. So how do we solve the problem?

We at Strategen faced this situation quite a bit and would love an opportunity to discuss solutions with you.