In 30 seconds
The Problem: Traditional “hero” sales models are fragile and unscalable. Personality-driven approaches leave organisations vulnerable when stars leave, and oversimplifying complex B2B sales creates more chaos, not less.
The Shift: Ashby’s Law of Requisite Variety proves you cannot manage high complexity with low-resolution processes. Modern B2B sales: with 10+ stakeholders, year-long cycles, and hybrid engagement, demands sophisticated internal systems matching external complexity.
The Solution: High-resolution sales process mapping (273 micro-steps) creates telemetry, not bureaucracy. Like Formula One’s data systems, it makes invisible complexity visible, enabling measurable, trainable, scalable excellence. Your team already navigates these steps blindly; proper structure transforms overwhelm into flow state performance.
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