How to Build Out a Sales Process

Bant: Your job as a sales leader is to help facilitate the interactions that need to happen with your sales team. You should have already set up the systems and the communication for that to happen so that when a rep reaches out to someone more senior than them, let's say in another department, that's going to be weird for that person to do. And you mentioned empathy, like sitting in the seat of your reps and just thinking about what are all of the things that they need to do? Bant: In some ways, it's really the clinical nature of my knowledge of the sales process that provides some context to what they're already doing.