For successful salespeople, companies must emphasize an often overlooked aspect of sales: alignment to the customer’s journey. Whether through informal alignment, or through dynamic alignment, organizations that look at customer journey mapping and adjust accordingly see significant results. Win rates can improve by as much as 15% and quota attainment by 13.6%. Key to this process is leveraging analytics, sales managers, and salespeople to make sure they are dynamically adjusting to buying situations for each customer.
CSO Insights | Customer’s Journey Alignment Drives Performance – If Done The Right Way
