Where Should Sales Sit in Product-Led Companies?
The rapid rise of product-led companies has brought a new set of questions to the forefront of business operations. One of the most important questions is where sales should sit in the organizational chart of a product-led company.
Why Does the Positioning of Sales Matter for Product-Led Companies?
The positioning of the sales team is of great importance to product-led companies. This is because sales play a key role in the product-led growth model. Companies that follow this model focus on using their product as the main driver of growth, rather than relying heavily on traditional sales tactics.
With the focus being on the product, it is important to ensure that sales is properly integrated within the company structure so that company objectives and activities can be aligned to maximize growth. This will create an environment where sales and product are working in tandem to ensure that they are able to reach their desired goals.
What Are the Benefits of Putting Sales in a Senior Role?
There are several benefits to putting sales in a senior role within a product-led company. Sales will be able to provide insight and guidance on how to maximize growth through the product. This can be helpful in developing better strategies and tactics to reach customers and create more value.
Furthermore, with sales in a senior role, product and engineering will be able to leverage their knowledge and experience to make more effective decisions about product development and the user experience. This will result in a more cohesive product offering that is better able to meet the needs of customers.
What Are the Disadvantages?
The main disadvantage of putting sales in a senior role is that it can conflict with the product-led approach. If sales is too heavily involved in the decision-making process, it could lead to decisions that are made in order to maximize sales, rather than focusing on the product. This could lead to an inferior product offering that fails to meet customer needs.
In conclusion, determining where sales should sit in product-led companies is an important decision. On one hand, having sales in a senior role can be beneficial in terms of providing insight into customer needs and offering guidance on how to maximize growth. On the other hand, if sales is too heavily involved in the decision-making process, it could lead to decisions that focus more on maximizing sales rather than on the product.
Ultimately, the position of sales in product-led companies should be carefully considered and balanced in order to ensure that the product is able to meet customer needs.