How can I pivot from our current sales approach to product led?

Can you pivot? Yes. Is there potential for it to be difficult? Absolutely.

You have to focus on alignment between sales teams and growth teams. Even in PLG companies, there is often confusion about what growth means and looks like. If you introduce this to a sales org, there is going to be a learning curve. This is a strategic shift in the go-to-market motion.

You’ll also need to evaluate the compensation and commission plans. Are you going to introduce product-led sales as well? Incentives have to be set up to drive the desired behaviors. Without this, you’ll introduce unnecessary friction.

That being said, if this is a strategic shift you are going to proceed with, be sure to clearly communicate the why and approach it from an empathetic perspective.