Transparency is the best approach: 1. Keep the Sales team informed on the progress of projects and possible changes in the delivery timeline. 2. Run enablement sessions to explain the feature/product and what it can do for the customer. 3. Consult the team and prioritize the absolute must-haves for v1.0 and could-haves for v2.0 and beyond.

To ensure your sales team is on board with significant product roadmap changes, prioritize open communication, proactive training, and a focus on the value proposition of the new features, clearly explaining how they address customer needs and will positively impact sales opportunities.

We can ensure this in the following ways- Involve Sales Early: Engage the sales team from the start to explain the rationale behind roadmap changes and gain their buy-in. Clear Communication: Provide simple, clear explanations on how the changes will benefit both customers and sales objectives. Equip the Team: Offer updated product materials, demos, and key talking points to help them present the changes confidently. Training Sessions: Conduct training to ensure the sales team understands the product updates and can address customer concerns. Ongoing Feedback: Keep communication open for feedback from the sales team and adjust strategies as needed.

Leading a product team through roadmap changes means getting everyone, especially sales, on the same page. Here’s how I do it: ? Tell the Story: I present the changes as part of a bigger story, showing how they enhance our value to customers. ? Highlight Sales Wins: I make it clear what’s in it for the sales team—whether it’s a stronger pitch or easier upsells. ? Collaborate Closely: I involve the sales team through discussions and workshops, making sure they understand and feel part of the change. ? Enablement Tools: I ensure they have the right tools and messaging to confidently communicate these updates to clients.

?? Roadmap changes? Think of it as a coordinated battle plan. ??? First, bring the sales team into the war room—lay out the roadmap shifts and explain why these changes are critical for the product’s long-term success. ?? Align the changes with their goals: show how the adjustments can open new sales opportunities or solve customer pain points. ?? Keep them engaged with regular updates, so they’re ready to pivot and sell the new vision. Make them allies in the mission, not just followers.