Why Alignment to the Customer’s Path is Key to Sales Performance

In last week’s blog post, we addressed five different ways to improve sales performance. Number five was “Align your processes to your customers’ path.”
Today, let’s discuss this in a bit more detail: what aligning your processes to the customer’s path actually means and why it’s only the beginning of a more customer-centric sales enablement approach, based on the latest data of our 4th Annual Sales Enablement Study.
Customer path alignment begins with a mindset shift and with mapping out your relevant customer’s paths.
The shift is from an inside-out thinking (from products, services and your processes to the outer world) to an outside-in thinking (thinking and working from the customer’s path and the customers’ business problems back to your internal world). Don’t underestimate this shift as it might take a while to change people’s thinking.
Then, it’s about mapping out your customer’s path. Of course, every customer has its own customer’s path. However,