Real sales people hate process

Real sales people hate process ! Of course they do! Do you really want to employ a sales person who actually likes spending time in the office filling out forms ? Of course not, BUT this is exactly why they do needs process, A good process is some way to keep sales people focussed, rigorous and disciplined applying the science part of sales that we don't much like as opposed to the "art" at which most of us sales folk are good at. It keep us honest. But that's the joy of the MH processes they are pragmatic. They are of sales people for sales people, so the processes are based on the assumption that if you ask sales people to create a war and peace style plan it'll get done once (in the training room) and probably never again! A detailed yet managable one pager is the level we can cope with and find acceptable !