Selling new products – 5 best practices for training your sales force

Sellling new products

If your company is like most, you will launch more new products in the next five years than you did in the previous ten. These products will be expected to produce significant revenue and some may be “bet-the-company” entries to the market.   

Yet history tells a scary tale. Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the marketplace. In the rush to market, all too often companies provide salespeople with only marketing materials, product training, and pricing information.   

Selling a new product requires more than just describing it and talking about price points. Sales teams need specific sales skills training to adjust and adapt to selling the new product. And, the greater the extent to which the new product is different from the existing product portfolio, the greater the need for that training.  How? Find five success factors for implementing new product sales skills training in our guest post on  

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©2011 Sales Horizons, LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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1 Response to Selling new products – 5 best practices for training your sales force

  1. Pingback: Sales training stickiness – doubling back | Salesjournal

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