From Pitch to Performance: Rethinking Sales Rollouts

In last week’s blog, I discussed the most effective ways to select new products and services for a company. Once a new product is selected, it is important to find the best way to market it and sell it to your customer base and new prospects.

Early on, I would be the one to begin marketing a new product by making sales presentations to customers and prospects whom I thought could benefit from our new offerings. I pride myself on being a good salesperson and, in most cases, I was able to sell new products.

The next step was to turn the new offering over to the sales force—but too many times, they were not successful. I spent many hours analyzing why and eventually came up with a simple answer that made introducing new offerings much more successful.

Once I selected a new product I believed had real potential, I would assign the initial sales efforts to our least experienced salesperson. The result? If they were successful, in most cases, so was the rest of our sales force.

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