B2B sales cycles can routinely take six months to a year, and many take even longer than that. Too often, reps try to shorten the sales cycle by skipping vital steps that help earn trust and showcase value. By structuring an incentive campaign that rewards reps for completing steps along the way to a sale as well as closing a deal, companies help ensure their proven sales processes are followed. Ric Neeley of Hinda explains why more companies are creating sales incentive programs that follow this structure.
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