What are good ways to get buy-in from your sales team on a proposed new pricing model? Alternatively, how does feedback from your sales reps on the pricing model impact your future pricing / packaging changes?

Check out my answer to question "What have been your key learnings from any "Pricing/Re-pricing launch" that you have led/seen within your company?"But it's worth repeating: involve them early and often, and build trust! This means more than occaisional pop-ins and surveys. It means building relationships with your sales org at ever level. Get to know some reps. Sit in on sales calls. Read closed won/lost reports. Figure out how they are compensated. Have regular check-ins with leadership to val ...Read More

I've always found that the sales team is a huge partner for you on pricing and packaging. Both in terms of knowledge (competitor prices, what the market will bear, direct feedback from deals etc) as well as being good supporters as you start to roll out pricing changes. A few things I've found that have helped build buy-in are: Always build a small group of reps you can come to to test out pricing. Either you have a set tiger team of nominees from sales leadership or you build a group yourself m ...Read More

Get them involved as quickly as possible. I run a monthly win/loss meeting with my Sales team to understand why we win and why we lose. Based on this information, there's usually tons of info to guide you in improving your pricing and packaging. Are you seeing more deals won from a specific vertical, buyer persona, or package? It might be an excellent time to be optimizing for that pricing, feature, or vertical.  Opinions get you in trouble but data tells the story. Focus on the data. Look at MR ...Read More

If your Sales team is your primary channel, then the adoption of the pricing & packaging framework is vital.  If the reps can't live with it, your work will be undermined and can lead to significant friction in the sales engine.  I recommend forming a core feedback group: Head of Sales, Top performing reps, and some Middle performing reps. Ideally only 3-4 people at a time.  Then structure your work and get their feedback on all layers: 1. Packages: Lay out the proposed packages in a deck an ...Read More