The changes we see in the global landscape is changing the way our clients do business, causing the reimagination of whole industries, increasing customer expectations and behaviours, and creating a whole lot of uncertainty. What we do in sales is help people and companies change, we change the products and services they use, and we change the way they use these products and services. And when we perform at our very best, we help our clients and the people we serve to transform their businesses and their results. The change process is non-linear because any process that includes human beings, especially in groups is non-linear. This means that the process is very rarely a straight line, and very often a process that doubles back over ground it has already covered - stops, starts again and then picks up in an unexpected place or direction again. Is your sales process is designed and written in a linear form?