When you’re enabling sellers around a new feature, don’t forget to include messaging around what it CANNOT do.
They need to know:
- What limitations exist.
- What functionality is coming in a later release.
- What use cases it doesn't serve as well.
- What gaps exist compared to the competition.
Make sure your reps are aware of the weaknesses so they can navigate them confidently and avoid promising something your product can’t deliver on.
It also gives them clarity around WHO will find this feature valuable and HOW they'll use it.
In practice, this can be a simple internal slide titled “Limitations” or “Internal Messaging” as part of your enablement training.
Not as sexy as silver bullet differentiators, but critical info nonetheless.