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For many people, sales can be very challenging, carrying high expectations and being subjected to constant pressure to perform and deliver the numbers. Sales does not have to be complicated though, and as sales leaders, we have a big role to play in creating an environment that either enhances a level of complication or simplicity. When your sales team is behind target, where do you focus your attention? On the numbers, or on the process? Where do your senior executives focus their attention? If we want to drive sustainability and exceptional performance, it cannot be all about the numbers.
