If your company is like most, you will launch more new products in the next five years than you did in the previous ten. These products will be expected to produce significant revenue and some may be “bet-the-company” entries to the market.
Yet history tells a scary tale. Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the marketplace. In the rush to market, all too often companies provide salespeople with only marketing materials, product training, and pricing information.
Selling a new product requires more than just describing it and talking about price points. Sales teams need specific sales skills training to adjust and adapt to selling the new product. And, the greater the extent to which the new product is different from the existing product portfolio, the greater the need for that training. How? Fnd five success factors for implementing new product sales skills training in our guest post on Savvyb2bmarketing.com.
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