When Procurement and Sales Collide

Two functions on opposite sides both talk the talk about taking a strategic approach, yet continue to focus on tactics that prevent them from engaging with each other for mutual benefit


Jim Baehr notes that one additional step that Procurement executives should consider is engaging with the Sales team within their own companies. “We don’t see a whole lot of that happening when we’re doing assessments or training,” Baehr says. “We encourage Procurement people to introduce themselves and then win some credibility with their Sales people, going so far as to stretch their resources and make some of their better procurement professionals available to go out on a sales call or to engage on a cross-functional approach with the sales team to help them better understand the mindset of procurement.”

Where organizations already take a cross-functional approach that brings together Sales and Procurement, Baehr says that these companies are far more likely to have a strategic, holistic, total cost of ownership approach to selling and buying, because senior management understands strategy and understands the benefit of sharing across functions. But for the moment, Greybeard finds those companies to still be in the minority. “It’s something that you would think should be taken for granted now, but that’s not the case,” Baehr concludes.

A link to the full report on the Greybeard survey can be found at www.SDCExec.com/13245

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