Marketing has defined the opportunity and product development has delivered what everyone believes is a definite home run. Success with this product is now a strategic imperative and just to be certain the targets are achieved, your sales leader has assigned a quota for this product to each sales person on the team. Marketing has provided a flashy presentation and everyone has been trained on the product's features and benefits. 

Ready… Set … Uh oh! Every day another company launches the latest, greatest product with tremendous fanfare only to miss their targets – sometimes in spectacular fashion. So what went wrong?

What sales people really need isn’t another quota, or a list of features and benefits.

In many cases, the problem isn’t the product or the people who sell it. It is the process by which it is launched. What sales people really need isn’t another quota, or a list of features and benefits. They need to know what problems your new widget solves and for whom. They need to know what the ideal customers look and act like, where to find them and what exactly to ask them. In other words, they need help determining how closely the prospect they are talking with matches the ideal customer profile for your new product. And they need this information BEFORE the product ever comes to market. 

For more than twenty years, AXIOM Sales Force Development has helped bridge the gap between Marketing and Sales. We do this by helping Marketing provide sales people with the right information in the proper format and showing sales people how to leverage this information to the benefit of your company AND your customers. Check us out, and let us know how we can help ensure that your next big hit really does leave the park.