By Michael Webb
Does a new sales process, sales training, or CRM software, improve a company’s sales productivity? Often, it does not.
Because the behaviors of sales or marketing people tend to return to the status quo. Productivity remains stubbornly unchanged.
You might think you are improving something when you set out on the new sales process, training, or CRM. In reality, you are facing an array of invisible policies and difficult to change procedures, not to mention hearts and minds of other people who do not know how or why they should change.
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