Gartner Research

Increase Sales Engagement With New Products by Balancing Seller Benefits, Effort and Risk

Published: 28 February 2019

ID: G00383342

Analyst(s): Michele Buckley

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.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Salespeople Focus on the Highest Return for Their Time and Effort
  • Analyze the Seller’s Return on Effort Selling Your New Product
    • Return
    • Effort
  • Evaluate the Seller’s Opportunity Risk of Selling Your New Product
    • Risk
  • 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

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