Nine Things Product Managers Should Know About Supporting Sales

Topics:
Advancing the Sales Cycle
Tags:
Daniel Shefer,
Product Manager,
Sales,
Sales Force Management,
Sales Process,
Sales Strategy
Source:
Daniel Shefer

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Overview: From the executive summary: ‘Product Managers (PMs) are at the epicenter of driving the products, and are the hub of product knowledge. However, direct product support of the sales process is the Sales Engineer’s (SE’s) job. If a PM is constantly dragged into sales cycles, he/she will become an SE. One of the consequences of this is losing the necessary perspective for managing the product. Thus, PMs need to work with and support the sales force, but more as consultants, rather than as full time participants. Hence, it is the PM’s job to support the sales group, not to support individual sales processes.’ The paper highlights nine essential keys to effective sales process to be understood by PMs.

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Format: HTML | Date: Jan 2003 | Pages: 1

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