That was the question I got when I pitched what I thought was a great idea to an investor. It was a simple question, but I didn't know how to answer it besides what I had already told her. I didn't want to repeat myself. I was stuck.
This is often what happens when a new sales hire has to pitch a prospect. They aren't yet familiar with the product, the market, or the need they're serving.
Imagine some of your sales reps were in that position, but your team continued to hire and expand. Those new hires would be in trouble because they'd shadow different reps and end up hearing different messaging.
I was lucky because my pitch was just practice. It was a real investor, but there wasn't any potential money to be gained or lost. I had the chance to learn without any risk.
That's not the case for sales reps. Their teams might not hit quota. Their jobs are at risk. The company's bottom line is ... well, on the line.