Would we expect Melbourne Victory or any other elite sporting team to enter a competition without a clear game plan, talent plan, fitness plan, business plan and action plan?

No, of course not. We expect them to be aware, organised, focused and determined to play their best and aim to win.

Well, more than 90% of sales people do not follow any logical process when selling. They are often left to their own devices and simply fly by the seat of their pants, relying on intuition and hoping for the best.

They often cannot articulate their value proposition or know how they compare …