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Dear Product Manager: Stop fighting with your sales team.
Empower them with a sales kit.
Sales kits are a toolkit designed to get new sales reps up to speed on your product, help the sales and growth teams be on the same page, and help get alignment for new launches (features or products).
A sales kit also ensures that the sales team has more time to focus on sales, and less on documents or materials they need to sell. Sales kits really are a way for product managers to help standardize the adoption and empowerment of a launch (feature or product) with the sales and/or growth teams.
If you have a product marketing role at your company, I’ve most often seen this sit within their responsibilities. If you don’t have a product marketing role or team, then it could sit with either marketing or product, but I lean towards the product team taking it on. The sales team should also collaborate on these so that they are meaningful in their sales process.
Below I’ve outlined a few items that we include in a standard sales kit.
Sales Kit Example Items:
- Buyer Personas
- Signing Process Details
- ROI Calculator
- Pricing Details
- Marketing Collateral (PDF, PPT…
