From the course: Product Management Tips

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Being a PM in a sales-driven company

Being a PM in a sales-driven company

From the course: Product Management Tips

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Being a PM in a sales-driven company

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- I have a lot of experience as a product manager in a sales-driven environment. And in that experience, there are a few interesting quirks and nuances to work through. First, let's get on the same page of what a sales-driven company is. As I'm using the term here, it means companies whose primary revenue stream and success indicator is influenced primarily by a sales team. In other words, no sales happen without salespeople physically making sales to buyers. Now, we know that a huge part of the PM role is being an expert on the user, allowing us to solve user needs. You might see where I'm going here. How do you get to be an expert on the users when there's a sales team and maybe even an account management team perpetually separating you from the users you're building for? At first thought, the job seems easy. Just build whatever the salespeople tell you is going to bring in the most money. While it's possible this is the right course of action in a tiny company strapped for cash…

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