{"id":5092,"date":"2014-12-07T11:32:57","date_gmt":"2014-12-07T17:32:57","guid":{"rendered":"https:\/\/actuationconsulting.com\/?p=5092"},"modified":"2015-06-14T13:10:26","modified_gmt":"2015-06-14T18:10:26","slug":"product-teams-understand-products-sales-cycle","status":"publish","type":"post","link":"https:\/\/actuationconsulting.com\/product-teams-understand-products-sales-cycle\/","title":{"rendered":"Should Product Teams Understand Their Product&#8217;s Sales Cycle?"},"content":{"rendered":"<h2>The Product Team&#8217;s Knowledge of the Sales Cycle<\/h2>\n<p>While <a title=\"The Study of Product Team Performance, Actuation Consulting\" href=\"https:\/\/actuationconsulting.com\/the-study-of-product-team-performance\/\">the data<\/a> show the majority of product teams\u00a0have managed to strike a strong relationship with their\u00a0organization\u2019s sales team, with only occasional friction, there\u00a0does appear to be a problem when it comes to the product\u00a0team\u2019s knowledge of their product\u2019s sales cycle. Our analysis\u00a0indicates fully 23% of product teams don\u2019t know the sales\u00a0cycle for their product. Another 43% acknowledge that they\u00a0struggle to stay in sync with the sales cycle. Only a third of\u00a0product teams indicate that they are completely in sync with their product\u2019s sales cycle.<\/p>\n<p>&nbsp;<\/p>\n<div id=\"attachment_5093\" style=\"width: 385px\" class=\"wp-caption aligncenter\"><img data-recalc-dims=\"1\" decoding=\"async\" aria-describedby=\"caption-attachment-5093\" data-attachment-id=\"5093\" data-permalink=\"https:\/\/actuationconsulting.com\/product-teams-understand-products-sales-cycle\/salescycle\/\" data-orig-file=\"https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?fit=600%2C603&amp;ssl=1\" data-orig-size=\"600,603\" data-comments-opened=\"0\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"Do Product Team&#8217;s Know Their Product&#8217;s Sales Cycle? \" data-image-description=\"&lt;p&gt;Do Product Team&#8217;s Know Their Product&#8217;s Sales Cycle?&lt;\/p&gt;\n\" data-image-caption=\"&lt;p&gt;Do Product Team&#8217;s Know Their Product&#8217;s Sales Cycle?&lt;\/p&gt;\n\" data-medium-file=\"https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?fit=298%2C300&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?fit=1019%2C1024&amp;ssl=1\" class=\"wp-image-5093 lazyload\" data-src=\"https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?resize=375%2C377&#038;ssl=1\" alt=\"Actuation Consulting, Product Management Consulting, Study of Product Team Performance\" width=\"375\" height=\"377\" data-srcset=\"https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?w=600&amp;ssl=1 600w, https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/actuationconsulting.com\/wp-content\/uploads\/salescycle-e1417971741186.jpg?resize=300%2C302&amp;ssl=1 300w\" data-sizes=\"(max-width: 375px) 100vw, 375px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 375px; --smush-placeholder-aspect-ratio: 375\/377;\" \/><p id=\"caption-attachment-5093\" class=\"wp-caption-text\">Do Product Team&#8217;s Know Their Product&#8217;s Sales Cycle?<\/p><\/div>\n<p>&nbsp;<\/p>\n<p>Astonishingly, 66% of product teams do not have a strong\u00a0grip on their product\u2019s sales cycle, how the product is being\u00a0sold and under what conditions. Knowledge of a product\u2019s\u00a0sales cycle is vital and can contribute to more effective\u00a0roadmap planning, improved collateral and more effective\u00a0training \u2013 not only for the sales team, but for other functions\u00a0as well.<\/p>\n<p>This widespread lack of understanding of the sales cycle\u00a0suggests the majority of product teams are too internally\u00a0focused on product development activities without the\u00a0appropriate context to understand external factors that\u00a0can make the product team\u2019s efforts more effective and\u00a0yield a better return. While this internal orientation\u00a0is understandable for junior employees and internally\u00a0facing team members, the reality is that\u00a0product teams have team members who <strong>must<\/strong> be externally\u00a0focused. These include positions such a product managers,\u00a0line managers and project managers who should possess\u00a0knowledge of the sales cycle and be able to share it with core\u00a0team members.<\/p>\n<h2>Conclusion<\/h2>\n<p>Clearly, more needs to be done to increase the product team\u2019s awareness of their product\u2019s sales cycle in order to\u00a0increase the overall effectiveness of the team as well as the\u00a0organization\u2019s ability to efficiently generate revenue.<\/p>\n<p>How well does your product team understand the sales cycle of\u00a0your product?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The Product Team&#8217;s Knowledge of the Sales Cycle While the data show the majority of product teams\u00a0have managed to strike a strong relationship with their\u00a0organization\u2019s sales team, with only occasional &#8230;<\/p>\n","protected":false},"author":1,"featured_media":5099,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[40,41,42,43,46,281,282,48,49,50,51,312,52,248,53,1,4,54],"tags":[56,337,75,88,105,154,341,167,342,182,190,192,194,197,200,203,205,210,343,346,344,345],"class_list":["post-5092","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-40","category-agile","category-business-analysis-2","category-lean","category-product-management","category-product-management-consulting-2","category-product-management-training-2","category-product-marketing","category-product-owner-2","category-product-teams","category-project-management","category-sales","category-scrum","category-take-charge-product-management","category-the-study-of-product-team-performance","category-uncategorized","category-updates","category-user-experience","tag-actuation-consulting","tag-agile","tag-business-analyst","tag-development-manager","tag-greg-geracie","tag-product-development","tag-product-management","tag-product-management-consulting","tag-product-management-facts","tag-product-manager","tag-product-marketing-2","tag-product-marketing-manager","tag-product-owner","tag-product-team","tag-product-teams-2","tag-program-manager","tag-project-management-2","tag-project-manager","tag-scrum","tag-take-charge-product-management","tag-the-study-of-product-team-performance","tag-user-experience"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Should Product Teams Understand Their Product&#039;s Sales Cycle? - Actuation Consulting<\/title>\n<meta name=\"description\" content=\"Product Managers and product teams should understand their product&#039;s sales cycle but our data suggests that not all product teams do. 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