Sales Role Specialization
If you already have taken a product to market, and have a sales team focused on positioning it, adding a second product before the initial sales messaging has been successful, can be very distracting for an organization. In fact, even many large organizations face this challenge – not just the smaller companies. The issue is that often a new additional product becomes the “next shiny object” that everyone in your sales organization wants to sell, and they spend a lot of time trying to position it, and tinkering with the sales messaging. Two things happen here — the sales people tend to stop selling the current products, so overall sales numbers fall, and there is a lot of extra time spent by the sales people to find ways to position and sell the new product — leading to productivity issues. Overall, it can be very distracting, and hits the revenue stream and gross margins badly. At huerdo, we can be your sales team selling and positioning your new product initially, to work out the scalable sales messaging you can take to your sales team when ready. For other clients of ours, we are an extension of their sales team in markets or geographies that they currently do not cover – so we extend their market reach.