Aligning Sales and Product Management: One Way to Win More Business
Sales and product teams aren’t typically the best of friends. But aligning sales and product management can go a long way toward building a stronger company.
When it comes to aligning sales and product management teams in expansion-stage businesses, the relationship should come natural. After all, says product manager Jock Busuttil, customers need something, the product team can build it, and the sales team can sell it — which means creating that alignment should be the simplest thing a technology business does. Unfortunately, Busuttil explains in a post for Business 2 Community, that’s not usually how it works.
All too often, Busutill explains, sales and product management have “a jarring relationship” that is caused by a misunderstanding of – or a total disregard for — what customers really need. But by aligning sales and product management, Busutill suggests that companies can start building products that solve problems that customers didn’t realize they had, which ultimately results in winning more business. To create that alignment, however, a business must make sure that its sales and product management teams view each other as allies and establish a relationship that Busutill says is supported by three key pillars.