- Hire a realist.
IT Sales person should stick to selling commodity IT equipments. A realist can tell you at least 10 things that can go wrong with the project and how to get it to work.
- Hire a realist that has a solution
Some realists happen to be perfectionists that requires the gates of Valhalla to be opened before a project can proceed. There are workarounds and sensible percautions without having to pave the road with gold to get to your goal.
- Never have a Sales Director lead the brokering
Sales Directors pretty much get to where they are after achieving a deal that's so big, they can't possibly fathom ever eclypsing it; end result. They quit the job 3 months later, having padded their resume with the results.
The thing about gargantuam deals is that, no sane company would sign on to it unless "sweeteners" are put in place. Secondly, those come in many forms and apply to many entities, like the people making the decisions or perks to the organization.
In short, if you don't know what you're getting yourself into. Better just shut up, and let the IT Realist do the talking. Some deals are just not worth the bullshit.
Actual news from ComputerWorldUK here.