Sales Training: Revving Up The Troops

One of the duties that frequently falls to Product Managers is to train the sales force, getting it prepared to sell the product. As the person who has scrutinized and measured the market opportunity, as the person who has heard the needs of customers and prospects, as the person who has prioritized the benefits required and the associated capabilities that go into the product, the Product Manager has plenty of vital knowledge to pass along to the sales force to help it sell.

However, one of the challenges of having a Product Manager deliver training is that seldom does a Product Manager have experience selling. Most Product Managers seem to have traveled a career path that has come out of a Marketing or Development role. So it's easy for a Product Manager to deliver a training session that doesn't do much good.

Read more in Sales Training: Revving Up The Troops.

Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.

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