Passing the Knowledge
By David Shoaf
It isn’t easy for a group of product and marketing to pass their accumulated knowledge to the company’s sales force. For many, doing so is unfamiliar territory. Why? Because the motivations and perceptions of a successful sales force is orthogonal to product marketing functions.
Let’s take a look at why this is.
Prior to my career as a product manager, I was a quota-carrying, territory-based sales guy in business-to-business accounts. I was on the receiving end of product management training many times. Of course, the product managers are...