Tell me you’ve never been part of an RFP process without telling me you’ve never been part of an RFP process. Sure, in some cases what you say is true, when yo

Tell me you’ve never been part of an RFP process without telling me you’ve never been part of an RFP process. Sure, in some cases what you say is true, when you have an undifferentiated product in perfect competition with other products where potential customers have perfect information, a smoother spokesperson can make the difference. But in complex sales, the sales staff’s job is to understand the client’s needs and opportunities well enough, then coordinate experts on their team to present promising solutions. A sales person who is a value add is going out and finding people with problems that can be solved with the company’s product, thus pulling a customer into increased productivity. The role does not need to be a waste, even though many are wasteful.