Companies seeking continuous growth depend on strategic products to drive this growth. This means there is pressure for these products to perform. Capturing early market share is key to generating greater revenue over the entire product lifecycle.

However, the sales force faces challenges with newly launched products—challenges that are not present with mature products. The product is not familiar to them or their customers, value propositions are unknown, sales tactics and strategies are not yet developed, and customer references are still to be developed. Sales Professionals are busy and already overwhelmed with information. This makes it difficult to ramp up their knowledge on new products when they are launched.

Compounding this issue is the fact that the required level of information is often not there. Material from the product group is too complex, while marketing material is not tangible enough. As a fallback, a sales team determined to hit the numbers will focus on “what they know” rather than selling the newest or most profitable products.

Envisica offers RightSelling Analytics Services and Sales Performance Assets that effectively address the sales performance needs of companies launching new products. Envisica can help you to accelerate sales when launching new products.  To calculate potential impact of improving your next product launch, try our interactive Product Launch Calculator.