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. I think what we do in sales is help people and companies change, we change the products and services they use, 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. This 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. Are your sales processes designed and written in a linear form? Contact me via e-mail for an overview of your organisations sales processes.