Sat.Aug 29, 2015 - Fri.Sep 04, 2015

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Sales Leaders: How Much Structure Is Too Much?

The Brooks Group

In the absence of process lives chaos. Imagine how different our experience and outcome might be without good process churning in the background of a hospital operating room or the cockpit of a 747. The same is true with high-functioning selling organizations. A good sales process and corresponding structure fuels superior results. As sales leaders we know from experience, and research confirms, that rigor and discipline around a common language and process dramatically increases the productivit

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