Principal of Global Sales Mentor and VP of Pharmajet. Zach has sold in 135+ countries over 30 years, building 9 sales teams in the process.
This is a tricky subject that's influenced by perspective. Among sales nerds, I fall into the “process” guy category. The first thing that I do is build a process. I like to question the process periodically to ensure that it is accurate and serves its purpose. I build everything from reporting to hiring to training around the sales process.