Neglecting to include the sales team in pricing conversations can make implementation of strategic pricing initiatives difficult, says Brent Grover in Strategic Pricing & Your Sales Team.
"Nothing happens until somebody sells something," Grover says. "So we cannot get anything done in terms of a management initiative without getting the unqualified support of the salespeople."
One of the first steps in bringing salespeople into the pricing conversation is providing the necessary coaching and training to the sales team, according to Grover. Having accurate, accessible information and solid training on how to use that information will allow salespeople to have more productive conversations with customers.
Salespeople who lack consistent pricing information are limited in their ability to negotiate, giving the customer the upper hand. However, if the salesperson has a structure to consult that shows what similar customers are paying for the product in question, the power will shift back to the salesperson.
Read more about including salespeople in the pricing conversation in Strategic Pricing & Your Sales Team.