The buyer’s journey is now dictated by the buyer, not the seller. To close deals in this new era, salespeople have to adopt a whole new set of behaviors.
It all starts with education - which must be integrated into your sales incentive program. For salespeople to be more successful in today's business environment, it is imperative that they understand the buyer's journey, the impact that has on the sales cycle, and how they can adjust the selling process accordingly. That means sales incentive programs help sales people become trusted advisors and include sales education that incorporates product information, the stages of the buyer's journey, and what salespeople should accomplish at each stage.