Product builds for the long term. Sales pushes for today. That tension isn’t new—but it doesn’t have to lead to conflict.
If you’ve ever found yourself frustrated in conversations with Sales, here’s a shift that helped me: stop treating them like blockers, and start treating them like partners.
Sales Isn’t the Enemy
Sales is under pressure. If they don’t hit targets, nobody wins. That urgency often leads them to push for features that help close deals—even if they don’t fit the roadmap.
Here’s what I remind myself:
Sales hears what customers actually say
Their goals are real and immediate
Their success helps fund the product’s future
So how do we stop clashing and start collaborating?
What’s Worked for Me
🔁 Set a Regular Loop
Biweekly check-ins have been a game changer. I share our roadmap, explain the reasons behind it, and get updates on what prospects are asking for.
This builds trust and cuts down on the “Why isn’t Product building X?” complaints.
🧠 Speak in Sales Terms
When a feature is a “no,” don’t make it about vision or priorities. Talk about:
Impact on pipeline
Churn risk
Potential revenue
Frame your reasoning in the way they track success. It creates better conversations.
🤝 Include Them Early
Sales shouldn’t just hand you a list of demands—they should be part of the process.
Let them:
Join user interviews
Attend discovery workshops
Join brainstorms or betas
When they’re involved, they understand the trade-offs. They feel heard. And they’re more likely to back you when tough decisions land.
You’re Building the Same Thing
Product wants users to succeed. Sales wants customers to buy. These aren’t opposing goals.
Build the bridge early, keep it active, and remind each other what you're working for.
Do you have any ideas you would like to share? Get in touch on LinkedIn 👇
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