Published: 28 February 2019
Summary
After launching a new product, technology product managers are sometimes disappointed to see little change in sales behavior as well as low pipeline. To increase sales engagement with new products, they need to look beyond sales enablement to address issues in seller return, effort and risk.
Included in Full Research
- Salespeople Focus on the Highest Return for Their Time and Effort
- Analyze the Seller’s Return on Effort Selling Your New Product
- Evaluate the Seller’s Opportunity Risk of Selling Your New Product
- Options to Remedy Issues in Seller Return, Effort and Risk
- Use Premium Rates, Spifs and/or Contests
- Adjust Packaging, Pricing or Routes
- Redistribute Sales Efforts to Other Resources
- Avoid Accounts in the Pipeline and Minimize Sales’ Perception of Risk