The Art, Science + Engineering of Sales Management

I recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance Consultants Inc.
Michael was one of the first people to make the case for applying a data-driven, continuous performance improvement approach to sales and marketing, and is the author of the Shinto Prize winning “Sales Process Excellence”.
We covered a number of topics in our podcast, including the difference between flexible sales frameworks and rigid sales processes, why buyers are going non-linear on us, why the act of planning is more important than the plan itself, why most “value added” sales strategies are nothing of the sort, and why most sales people are entirely justified in hating the CRM systems they are forced to use…
Here’s an edited transcript of our conversation:
Michael Webb: This is Michael Webb, and this is the Sales Process Excellence Podcast. Some