Conflicts between Sales and Operations are natural, but this gives opportunities to both teams to push their limits. For instance, if Sales continues to bring in new clients from a segment where operational capacity is already stretched, it signals a need for a thorough audit. The question becomes: Is Sales working outside of the agreed strategic focus? Or is Operations failing to scale up as planned? Reviewing each department’s KRAs & KPIs will help pinpoint where the gap lies. Balanced approach with transparent communication, dynamic alignment of goals can help steer these challenges.

To address the conflict between sales targets and operational capabilities, it's essential to find a middle ground. This involves revisiting goals with both teams, improving communication to keep both informed about constraints and opportunities, and investing in cross-training to enhance team agility and understanding.

O primeiro passo é identificar quais habilidades e competências estão afetando o desempenho na meta. Em seguida, desenhar treinamentos específicos e trazer instrutores ou especialistas para capacitar o time. Por fim, é essencial acompanhar o processo de perto, garantindo que as habilidades levantadas como fundamentais sejam efetivamente treinadas e aplicadas.

To steer through the challenge of sales targets clashing with operational capabilities, I would first align expectations by engaging both sales and operations teams in open discussions. By assessing current capacities and identifying bottlenecks, I can adjust targets or explore ways to optimize resources. Prioritizing key deals and managing workloads effectively will help ensure targets are realistic and achievable while maintaining operational efficiency.

Collaborate closely with Sales to fully align on their strategies and target objectives. Implement a tiered approach where sales targets are dynamically adjusted in line with operational capabilities, ensuring these adjustments are communicated transparently across both Sales and Operations teams. This fosters mutual understanding and support. Establish a continuous feedback loop to proactively identify challenges and make necessary adjustments in real time, minimizing friction between departments. Additionally, ensure that leadership remains engaged and responsive, driving action based on the feedback provided.

To navigate this clash assess capacity constraints and realign sales strategies to match operational realities. Implement scalable processes and technology enhancements, and communicate transparently with sales teams, stakeholders, and customers. Adjust sales forecasting, resource allocation, and production planning to ensure alignment. Develop contingency plans for demand fluctuations and prioritize aligned goals. By synchronizing sales ambitions with operational capacity, you ensure realistic targets, improved customer satisfaction, and sustained business growth. This strategic adjustment enables organizations to bridge the gap between sales aspirations and operational limitations, driving long-term success.