One of the duties that frequently falls to Product Managers is to train the sales force, getting it prepared to sell the product. As the person who has scrutinized and measured the market opportunity, as the person who has heard the needs of customers and prospects, as the person who has prioritized the benefits required and the associated capabilities that go into the product, the Product Manager has plenty of vital knowledge to pass along to the sales force to help it sell.

However, one of the challenges of having a Product Manager deliver training is that seldom does a Product Manager have experience selling. Most Product Managers seem to have traveled a career path that has come out of a Marketing or Development role. So it’s easy for a Product Manager to deliver a training session that doesn’t do much good.

Read on for a discussion of what to include in your training to the sales force so that they are best positioned to make your product succeed through strong sales.