Episode 188: Why Sales People Think They are Following a Sales Process — But Really Aren’t (And How to Fix It): Sales, Leadership, Trade
Most business and sales leaders confidently say they have a sales process. It’s written down. The team knows what to do. Conversions are “okay.” But when you zoom in, what often shows up is variation, inconsistency, and deals being handled differently depending on the day, the rep, or the mood.