Apr 28, 2025
Previously: Part 3 focused on segmenting customers and building strategic profiles based on their type, industry, and potential.
As you continue, ask yourself: Have you ever experienced a gap between what Sales was selling and what Operations could realistically support? I welcome your thoughts on how you’ve addressed these alignment issues.
Introduction & Practical Framework
You can’t sell what you can’t deliver. Aligning customer needs with your company's real capabilities is where strategy meets execution.
I’ve found that one of the quickest ways to improve profitability is to make sure what’s being sold aligns with what the company can deliver-operationally, technically, and financially.
Evaluate Organizational Capabilities
Product/service availability
Production flexibility and lead time
Technical and engineering support
Service capacity and responsiveness
Internal priorities and constraints
Key Takeaway
Matching customer needs to your capabilities prevents wasted effort, protects margins, and ensures expectations are met-or exceeded.
This balance is at the core of GENREV!™, which helps teams align their customer strategy with internal capabilities.
Call to Action
If you're unsure whether your team’s focus is aligned with what the business is built to deliver, I always welcome the opportunity to connect and compare approaches.
Coming Up
In Part 5, we’ll take that alignment and turn it into focused, actionable sales plans that reflect real-world constraints and opportunities.
#CustomerAlignment #SalesExecution #OperationalExcellence #SalesLeadership #GENREV