Play Nice in the Sandbox – Capitalize on Market Opportunities

In the fast-paced world of the printing industry, the relationship between sales and production is crucial to a company's overall success. Despite having different goals and day-to-day operations, these two departments must work together to deliver quality products efficiently and on time. When sales and production are misaligned or in conflict, it can lead to costly mistakes, delays, customer dissatisfaction, and revenue loss. Fostering collaboration between these functions is essential for capitalizing on market opportunities. Here’s why “playing nice in the sandbox” between sales and production is vital.

Shared Goal: Customer Satisfaction

Both sales and production share the common goal of satisfying the customer. Sales is responsible for securing jobs and managing client expectations, while production ensures the final product meets those expectations. Without effective communication between the two, there can be a gap between what is promised to the customer and what is actually delivered.

For example, the sales team may overpromise on delivery times or specifications to close a deal, leaving production with an impossible task to meet those expectations under tight deadlines or with limited resources. This can result in poor-quality products or missed deadlines, which damages the company’s reputation.

By maintaining open and transparent communication, both teams can set realistic expectations for the customer, ensure deadlines are achievable, and collaborate on resolving any issues that arise. Aligning their efforts helps to ensure the company delivers on its promises consistently.

Efficiency and Productivity

A collegial relationship between sales and production promotes greater efficiency and productivity. When sales accurately communicates project scope, specifications, and timelines, the production process can run smoothly, avoiding unnecessary delays or interruptions. On the other hand, breakdowns in communication can lead to incomplete or inaccurate job information reaching production, causing errors, rework, and wasted time.

For instance, if sales doesn’t clearly communicate paper requirements or color accuracy specifications, production may need to stop mid-job to clarify these details, resulting in downtime and lost revenue. When both departments understand each other’s processes and limitations, they can work together to streamline workflows, prioritize urgent jobs, and allocate resources effectively. Though this sounds like common sense, it’s not always common practice.

Collaboration also helps identify bottlenecks and areas where efficiencies can be gained. For instance, if production notices that certain types of jobs frequently cause delays, they can provide feedback to sales to adjust how those jobs are quoted or scheduled. This proactive approach boosts overall productivity and profitability.

Mutual Understanding of Challenges

Sales and production each have their own unique challenges, which are not always understood by the other side. Sales teams are under pressure to meet revenue targets, secure new clients, and keep existing customers satisfied, often while dealing with tight timelines and unpredictable client demands. Meanwhile, production grapples with issues like equipment downtime, labor shortages, material availability, and maintaining quality under pressure.

When both departments take the time to understand and appreciate each other’s challenges, it fosters empathy and cooperation. Sales becomes more mindful of production’s capacity and lead times, while production can be more flexible when urgent or high-priority jobs come up. Mutual respect prevents unnecessary friction and allows both teams to work together on solutions, rather than blaming one another when issues arise.

This mutual understanding depends on trust, which is critical in any company’s core values. If trust and respect aren’t being practiced between these teams, it could point to deeper organizational issues.

Minimizing Costs and Maximizing Profitability

In the printing industry, margins can be tight, and inefficiencies can have a significant impact on profitability. Miscommunication between sales and production can lead to errors, wasted materials, and missed deadlines, all of which increase costs. By fostering collaboration, companies can reduce these costly mistakes and improve profitability.

For example, if production has visibility into the sales pipeline, they can plan ahead and ensure that materials and equipment are ready to meet upcoming job deadlines. Sales can also work with production to identify cost-saving measures, such as suggesting alternative materials or production methods that meet client needs while reducing expenses.

When sales and production are aligned, they can also collaborate on upselling and cross-selling opportunities. Production might suggest enhancements or additional services for clients, which sales can use to increase job value and boost revenue.

Building a Culture of Teamwork

Finally, a collaborative relationship between sales and production helps build a culture of teamwork and unity. When both departments work toward a common goal, they create a sense of shared responsibility and accountability. This teamwork extends beyond just sales and production — it can improve relationships across the organization, including with customer service, design, and finance.

When employees feel they are part of a cohesive, supportive team, morale improves, and turnover decreases. In the printing industry, where skilled labor is critical, retaining key employees is essential to maintaining quality and avoiding disruptions.

Sales and production in any printing company may have different functions, but their collaboration is essential to delivering high-quality products on time and within budget. By fostering open communication, understanding each other’s challenges, and working toward shared goals, both departments can enhance efficiency, minimize costs, and ensure customer satisfaction. When sales and production “play nice in the sandbox,” the entire company benefits from improved performance, profitability, and a stronger team culture.

Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to ambitious owners and CEOs in the Graphic Communications Industry by providing direct and realistic insight, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.