With all the changes that have happened in the last five years, it has become more difficult to get in to see a new prospect unless you have the right connections to that person. For a new salesperson, those connections may not exist. Evaluating the new buyer journey will help to evaluate how sales people need to get to their prospective buyers. With the arrival of virtual selling using technology, there is a whole new set of technology skills that weren’t of any real importance until COVID.
Companies that don’t take the time to learn how best to get to their potential buyers are much like the rodent on the hamster wheel; lots of activity without any forward progress toward achieving the goal.
