- Share our knowledge of the customer and the market so that they too can appreciate our perspective and why we’ve chosen to offer some features over others.
- Educate Sales about the value of our products to the target market(s) as well as the cost and the margin of the product to minimize discounting.
- Treat Sales as an internal customer and understand their needs so that we can improve the buying process.
There is much written about the tension between Product Management and Sales. The tension exists because Sales are driven (and pushed) to reach aggressive targets and may sometimes close a sale at any cost. This is counter intuitive to Product Management.Product Management is driven by value and profitability who have difficulties justifying changes to the product to meet individual customer needs.
As a Product Management consultant who is required to ‘sell’ consulting services, I have an appreciation for sales people. Its a mighty difficult job!
Here’s a few tips to work more effectively with Sales: