Pipeline Accelerator Insight #112: Segregate Sales & New Product Development Work
In many highly engineered new product companies, product developers are part of the sales process.
Work like developing quotes, customizing products, and modifying specifications, drawings, labeling, or packaging.
And that kind of work has a very different cadence than product development. One is straight execution. The other has an element of learning and experimentation.
So how can you keep short-term (today’s sales) and long-term (future sales) priorities from pulling your resources into unproductive multitasking?
The best practice here is to assign several people or even a small focus team to handle fast the fast turnaround. Then free the rest of your team to focus on new products.
Instead of constantly competing for resources, you’ll find both types of programs flowing much more smoothly and productively.
As an added benefit, you’ll likely find that some developers are better at and get more satisfaction from fast-paced near-term work. Others thrive in more traditional new product roles. That’s a win-win for both.
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