To many CEOs, and certainly many boards of directors, B2B sales is a frustrating enigma. It’s a black box that provides limited visibility and inaccurate forecasts causing great uncertainty, and lots of discomfort. Unfortunately, for many sales leaders, B2B sales is also an enigma. They simply don’t know what steps to take to improve productivity, gain more control, improve accuracy of forecasts, and deliver consistent results. We throw training at the problem hoping better skills and habits will stick with sales reps. We invest millions in CRM solutions only to have more than half of the reps not use them. It’s a pretty poor state of affairs.