The new product is in every rep’s bag. It is 2% of the pipeline.

A launch can clear every product hurdle and still stall in the one place nobody modelled: the finite hours of a sales team already hitting its number.

By Steve 5 min read
Abstract bridge artwork for The new product is in every rep’s bag. It is 2% of the pipeline.

The product works. The pricing was tested. The deck is good. Nine months after launch, the new line is a rounding error in the pipeline and the honest internal explanation has settled into something like “the team needs to get behind it”. That explanation is almost always wrong, and it is expensive, because it points at motivation when the constraint is arithmetic. A salesperson carrying a number has a fixed inventory of selling hours. Every hour spent on the new product is an hour not spent on the product they…

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