Writing
Two posts so far, both about sales as a craft. More when I have something worth the time.
Sales isn't an assembly line
Decades of hyper-specialisation produced a sales organisation no customer would have designed, and the people who would be best at the job opted out. What full-stack selling looks like instead.
Why your sellers aren't ramping
Ramp time isn't a fixed cost, it's a symptom. Two questions decide everything: how fast is a new joiner doing the real job, and how tight is the feedback loop once they are.