I built a clean process, stage by stage, and I was proud of it. Then I opened the pipeline and half the team was skipping steps, logging deals wherever they felt like it. I remind them, they nod, and by Friday it's back to everyone doing their own thing. I designed the road, but I can't get the cars to stay on it.
More people experience this than they realize.
You built a solid sales process, but you can't get the team to actually follow it.
If this sounds familiar, the Library can help you find the bigger picture.