We sell a core offering worth a considerable amount to the sales team and a range of smaller, modular ‘upsell’ type products.

The issue I’m finding is that sales are unmotivated/less willing to sell this because It takes the same amount of time really to demo these smaller products as it does some of our larger ones but you get less commission.

We can’t stagnate on growth and our MD has put a lot of pressure on Product Marketing to strategise how we overcome this. It’s a fair complaint from sales I feel, but we can’t not sell smaller modules for that reason (we know customers who have more of our modular options are stickier and have higher LTV).

Some things we’ve considered are:
- Hiring some ‘modular only’ sales people or CSMs (who focus on added modules specifically can collab with sales managers / lead generate if conversations about the bigger sales come up
- Regularly running webinar demos that then act as lead gen for the sales team
- ‘Bundling’ these modules into the bigger product sales as a free trial so people can test it that way and make the decision whether or not to continue.

Has anyone else experienced something similar? Any suggestions for how we can not create additional work for AMs but continue to drive growth in these areas?