Who leads: sales or production? Spoiler: neither of them
Salespeople sell what they know rather than what the clients need. They use personal connections rather than industrial or functional competencies to close the deals. Salespeople do not fully understand the products they are selling. On the other hand, production or service delivery cannot provide what the salespeople have promised. Technicians do not know how to talk to customers. The production/service delivery teams are siloed and hardly involved in sales.
Does this sound familiar? The more complex and technologically advanced the products and services you are selling, the more significant the gap between the two functions, especially in the B2B environment. However, there are some exceptions. Management consulting is one of those exceptions.
Consulting partners manage the implementation of the projects they sell. During execution, any false promises made in the sales process will become a headache for that same partner.