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We're launching a second product at my company, and I'm struggling to get sales to prioritize selling it. How do you motivate and incentivize your sales org to prioritize this new product?

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3 Answers
Launch Channels Launch Enablement Launch Strategy
  1. Priya Kotak
    Priya Kotak

    Figma Product Marketing • 4y

    In April 2021 we launched our second product, FigJam, into beta, allowing anyone to use it for free for 10+ months until we released it as a paid product. Here are some ways to get Sales excited about selling a new product: Make it clear why they should care: This might sound obvious, but a big part of this is making sure the Sales team knows why they should sell this new product. This should include why it’s important to the company, but also what’s in it for them. Does this help them expand de ...Read More

    3,544 Views
  2. Ashley Faus
    Ashley Faus

    Atlassian Head of Lifecycle Marketing, Portfolio • 3y

    Honestly... you compensate them. It could be a spiff to incentivize short-term priority for this product, but long-term, you have to build it into the bonus structure and overall comp targets. If they're already succeeding selling your existing product, it's going to be a challenge to ask them to take time away from something that's working to get them to their quarterly quota and/or accelerators to figure out how to sell this new thing. They have to learn the product, the value props, the objec ...Read More

    1,826 Views
  3. Lauren Craigie
    Lauren Craigie

    Inngest Head of Marketing • 3y

    I might be misunderstanding the question but you usually can't get them to prioritize new products unless it's built into their targets :) Introducing a new product into their deal could unecessarily complicate and extend sales cycles (which isn't good for them or you—as an employee of a business that relies on that revenue), so if they're not goaled on that by their sales leader they won't attempt it. If they have been told to focus on it, but still aren't, it could be because they don't trust ...Read More

    304 Views

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