The boundaries between tectonic plates are the most volatile places on earth. The friction between them has taken millions of lives and wreaked incalculable levels of damage. Yet, ironically, without this friction the earth wouldn’t have evolved into the habitable planet it is today.
Sales and operations function at the business equivalent of the boundary between two tectonic plates. The friction between these two teams can create problems, but it also enables the business to evolve.
Scenario #1: Your sales team is confident in the strength of your market and is chasing a number of leads that they believe will turn into business. On the basis of those prospects, they predict that they will need X amount of units.