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Knowing a process and executing it under pressure are two different skills. Most training only builds the first one.

The Psychology of Sales Process Adoption Most sales processes lack adoption for the same reason: They are just administrative mechanisms, not actual processes. “Process” is often the wrong word for how sales organizations actually operate. Most internal sales processes are just fields in the CRM that don’t accurately reflect the day-to-day of a sales rep, or the deals they are managing. Sales reps quickly realize that the internal “processes” don’t help them create outcomes,