You have defined the opportunity; Product Development has delivered what everyone believes is a home run solution. Success 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. Your team has provided a flashy presentation and everyone has been trained on the features and benefits of your new offering. 

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

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 offering solves and for whom. They need to know what the ideal customer looks and acts like, where to find them and what to ask them. In other words, they need your organization to help them determine how closely the prospect they are talking to matches the ideal customer profile for your new solution. And they need this information BEFORE the product ever comes to market. 

We are AXIOM Sales Force Development and for more than twenty years, we have helped bridge the gap between Marketing and Sales. We do this by helping your organization 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.