Every board eventually has this conversation: the VP of Sales role is open, and someone points at the top rep and asks, "Why not just promote her?" It's a reasonable question.
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Some lessons arrive wrapped in success. Others show up as unfinished projects sitting on a workshop table, humming with ambition but lacking the pieces to move. This story is about the latter—and why it has shaped how I operate as a business leader to this day.
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There is an (almost) unlimited number of authors and content on this subject. And for a good reason: Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business.
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