Making sure that your sales team knows your customers – beyond the sale – is an important way for them to stay close to the market and help them develop a deeper understanding of what their prospects really need. In an early stage company, your sales team may double as customer success reps, which is not a bad thing; the trick is to figure out how to keep their connection with customers as your organization grows and becomes more specialized.
Additional Reading
- An Introduction to Customer Success – UserIQ
- The Essential Guide to Customer Success – Gainsight
- The Definition of Customer Success – The Customer Success Association