Managing sales requests that don’t align with product strategy

Navigating the delicate balance between adhering to product strategy and incorporating sales requests is crucial for product managers, as sales teams often present valuable customer insights that may not immediately align with strategic plans. The blog post explores the inherent tensions between sales and product teams, which stem from differing timelines, levels of detail, and scopes of responsibility, and emphasizes the importance of maintaining a strong relationship between these teams to build products that meet market needs. It outlines ineffective strategies, such as dismissing sales requests or blindly fulfilling them, and offers a structured approach to managing sales requests effectively, which includes understanding the customer's problem, conducting a cost-benefit analysis, and communicating clear prioritization to sales reps. By following these steps, product managers can avoid missing out on innovation opportunities while ensuring that their product roadmap supports long-term business objectives.