You're facing pushback from sales teams on product roadmap changes. How can you win them over?

To win over sales teams on product roadmap changes, empathize with their concerns and actively listen to their feedback. Clearly communicate how the changes will enhance customer value and address market needs, using data and customer insights as evidence. Provide training and resources to help sales teams understand the benefits and effectively communicate them to customers. Collaborate closely with sales teams to refine the changes based on their input, fostering a sense of ownership and alignment. Share success stories and metrics from similar changes to build confidence and illustrate potential positive outcomes. By engaging in open dialogue and demonstrating the value of the roadmap changes, you can build consensus & gain support

Sales is closest to customer many a times in B2B setting You need to empathise and listen to them and understand to truly excel as a product manager in such a set up Have transparent communication and open channel of trust where we can clearly explain how the proposed changes will improve customer value and meet market demands. Use data and customer insights to back up your points. Work closely with sales teams to refine the changes based on their input. This collaborative approach fosters a sense of ownership and ensures that everyone is on the same page Share success stories and metrics from previous similar changes to build confidence and illustrate the potential positive outcomes.

- Focus on win-win solutions. Collaborate with sales to address their concerns and develop a roadmap that benefits both teams. - Empower your sales team. Provide clear talking points and training on the new features, equipping them to effectively sell the product updates.

To win over your sales team, start by actively listening to their objections regarding the product roadmap changes. They are on the front lines with customers and have valuable insights into what sells and what might be a hard sell. Acknowledge their expertise and show empathy for their challenges. By understanding their perspective, you can address specific concerns and demonstrate how the changes will ultimately benefit both the customers and the sales process.

First things first—listen to the sales team. I’ve learned that understanding their concerns can reveal insights you might have missed. Schedule a listening session where they can air their grievances and feel heard. During one of these sessions, I discovered that a major pain point was the timing of feature releases clashing with key sales periods. This helped us realign our roadmap to better support their efforts. Think of it as a relationship counseling session for product and sales—communication is key!

- Highlight ROI (Return on Investment). Show how changes will lead to more closed deals and increased revenue. - Provide sales enablement tools. Equip them with demos, presentations, and sales collateral to confidently pitch the new features.

Once you understand their concerns, communicate the benefits of the changes clearly. Frame it in terms that resonate with them. For instance, if a new feature will shorten the sales cycle or open new market opportunities, highlight that. Use data and real-world examples. I once used a case study from a similar company that saw a 20% increase in sales after a similar change. It turned skeptics into supporters almost overnight. And remember, a little humor helps—“Yes, it’s like kale: might not love it now, but your health (and sales numbers) will thank you.”

Explique claramente os benefícios das mudanças no roteiro do produto. Mostre como essas mudanças podem melhorar o produto, aumentar a satisfação do cliente e, eventualmente, impulsionar as vendas. Use dados e exemplos concretos para apoiar seus argumentos. A comunicação deve ser transparente e focada nos resultados positivos que a equipe de vendas pode esperar.

I had sales folks complain about how product teams won't help them, and will always tell them "no". I ask them, "Well, how do you actually approach your product team?" Almost always, they say "I just tell them this is what my client is looking for and they need to build X." I usually follow up with "Look, you're just telling product what to do, and that never works. You'll need to bring them along for the ride. Did you ever consider inviting your product team to listen to your customer's problems?" They have a confused look on their face. "Product managers are problem solvers. We focus on the what and the why. If you bring us along for the ride, you'll almost never have to do anything." Then the light bulb goes on; change happens.

Yes, involving the sales team early is key. As early as during discovery interview and for sure during prototype testing. This will allow them to hear the same feedback. Otherwise impact mapping of user outcomes and benefits is a great way to analyse as a team. Another great format is what I call product 360, which is an off-site workshop with all stakeholders that include discovery reviews, ideation and assumptions mapping. Then there is full alignment with the Sales team.

As a product leader, I've faced pushback from sales teams on product roadmap changes many times. Here’s how I’ve navigated it: - Involve Them Early: Bring sales into the conversation from the start. For instance, regularly schedule cross-functional meetings to gather input. - Build Trust Through Transparency: Share the "why" behind changes. For example, explain how a new feature can open doors to new markets. - Leverage Their Insights: Sales teams are on the frontline. Use their customer interactions to inform decisions. One successful product pivot stemmed from insights shared by a top sales rep. Celebrate Wins Together: Highlight joint successes to reinforce collaboration #ProductLeadership #Collaboration #SalesAndProduct #Teamwork

Involve sales leaders during the planning process. Put yourself in their shoes, come to your own conclusion about how this will impact sales, and what the benefits and their concerns would be. Good sales leaders bring very valuable input, you need to understand the concerns and why. How will you/sales need to position this change? Does it impact customer or sales strategy today and in future? You might be surprised by the answer. Listen carefully, ask good questions, and bring potential solutions, there might be little things you can do in the product that solves big customer problems if done early.

Involving the sales team early in the process can make a world of difference. Invite them to roadmap planning sessions or beta testing phases. When they feel like they have a seat at the table, they’re more likely to support the outcome. I remember inviting a few sales reps to a user testing session—they provided invaluable feedback and felt invested in the product's success. Use tools like Confluence for collaborative planning and feedback. It’s all about co-creating the journey.

Ofereça treinamento adequado para que a equipe de vendas possa se adaptar às mudanças no roteiro do produto. Isso inclui treinamento sobre novas funcionalidades, benefícios do produto e estratégias de vendas atualizadas. O treinamento ajuda a equipe de vendas a se sentir mais confiante e preparada para apresentar o produto aos clientes.

Certifique-se de que os incentivos da equipe de vendas estejam alinhados com as mudanças no roteiro do produto. Ajuste metas e recompensas para refletir as novas prioridades e garantir que a equipe de vendas veja benefícios diretos em apoiar as mudanças. Incentivos bem alinhados podem motivar a equipe a adotar as mudanças de forma mais rápida e entusiástica.

Make sure the incentives align. If the roadmap changes benefit the company but not the sales team, there’s a disconnect. Show them how these changes will ultimately lead to bigger commissions or easier sales. In one instance, we tied a new feature’s adoption rate directly to their bonus structure. Suddenly, what was once met with resistance became a welcomed challenge. It’s about aligning their goals with the company’s vision—everybody wins.

As a Product Manager, you can provide new collateral and equip the sales team with the tools to effectively communicate product roadmap changes to clients. Another approach is to deliver the roadmap update to strategic customers as the product owner directly and explain to the clients why this change is the best course of action for the long term, leveraging your understanding of the client's business. Collaborate closely with the sales team to ensure a smooth and coherent message.

Ofereça suporte contínuo durante a transição. Esteja disponível para responder perguntas, resolver problemas e fornecer assistência quando necessário. Crie canais de comunicação abertos para que a equipe de vendas possa buscar ajuda sempre que precisar. O suporte contínuo demonstra comprometimento e ajuda a resolver quaisquer dificuldades que possam surgir durante a implementação das mudanças.

Consider the emotional aspect. Change is hard, and empathy goes a long way. Acknowledge their efforts and frustrations. Celebrate small wins together to build morale. I’ve found that organizing informal catch-ups, like virtual coffee breaks, helps keep the relationship strong. Also, use storytelling—share success stories from other teams or clients who benefited from similar changes. And always remember to keep a sense of humor. After all, as I once told my sales team, “Change is the only constant—well, that and my love for coffee.”