A lot of it is cultural. Is sales job to hit the number, or is it customer success? It has to be the latter if you want to grow a reputation and in turn incr

A lot of it is cultural. Is sales job to hit the number, or is it customer success? It has to be the latter if you want to grow a reputation and in turn increase the level of relationship with your customer. This is the difference between selling a $400k one off, a $2m "mail the CDs and run", or a long term relationship that nets you $10m or more and multiples of that in benefits for the customer themself. Also, some (most) places do not have very good lines of communication between sales and R&D, while others do. I'm lucky to be in a place where I can submit a PR on Github if I need something yesterday, or can file feature requests / fixes that will get looked at within the week. My view is generally that the relationship with a customer is where you make most of your money over 5+ years, selling them an opportunity once by promising the moon and delivering a paper plate is in no one's interest. Lots of sales people act that way but that's not going generally going to be your leaders.