Post by C. T. Bauer College of Business (University of Houston)

New #UHBauer research exploring how to support salespeople selling breakthrough products has been published in MIT Sloan Management Review. In a recent publication, #UHBauer Associate Professor of Marketing Johannes Habel shares ways managers can set their employees up for success in selling radical innovations like AI-powered industrial tools, smart services & software layers for traditional hardware. 🔹Build consultation support 🔹Select and develop readiness for change 🔹Redefine the role of sales 🔹Lead by example With co-authors Dr. Bianca Schmitz and Olaf Ploetner of ESMT Berlin, Habel examines the fear of rejection that often holds salespeople back from selling new opportunities and products. Because of this, highly innovative products are shown to lag behind market expectations. The researchers point out that part of the responsibility falls on leadership, who should prepare their team to be experts on the products before sending them out in the field. Read more: https://lnkd.in/e7BEqvPq