The Sales Learning Curve

The initial motivation to increase sales force capacity to sell a new product is the wrong approach. Taking the time during the initial stages before the product's launch to learn about the customer, their needs and proper use with a new product, can save a company a lot of money and man hours. Without the proper research a product's potential can be compromised with an early launch, especially if the product has yet to be fully developed as seen with companies like Scalix and Veritas. The research can be demanding but it will ensure that a company's product will traverse the learning curve at an optimal level to reach a product's full value within the market.

Key Issues with Suggested Solutions

• Sales force capacity being increased too early. This causes a company to waste funds and end up failing to meet sales expectations. Using resources to make more accurate projections to know when the correct time to "ramp up" the sales force. 
• Under-developed products being launched into the market. Communication between engineers and marketing teams is essential for a product's success. Keeping the engineers in the loop until the product matures in market can help marketing teams predict potential issues that may arise. With both side knowing what it takes to make the break-even point, a better strategy can be formed. 
• Reaching the Break-Even Point and Profitability quicker. Tracking sales yield over time and making the right adjustments to the go-to market strategy enables a company to shrink the revenue gap and reach the break-even point. Once reached, the company can focus its attention on the customer base it has acquired and perfecting a sales strategy to become the standard model. 

Seller's Viewpoint

Our product needs to get out into the market fast! What a ground-breaking new idea that everyone is going to love. Let's fast track a sales force for our product immediately to generate a customer base that we can profit from long term. Some minor tweaks will need to be made but with a product this good, we cannot wait to introduce it to the public!

Buyer's Viewpoint

This product could be amazing but I'm finding some issues that have no resolutions. How could they have released this product without making sure it works correctly? Clearly this company was out to make a quick buck and put quality to the way side. I will not be buying any future products from this name brand.