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Best practices for companies to consider for improving a sales process. A company is wise to introduce a well thought out sales process because it can contribute to replicating success and scaling the business. But, beware of overdone rigor and excessive compliance. The latter will tend to eliminate innovation and discourage the positive deviants among you from exploring the ideas that will define what success looks like tomorrow. Unalterable commitment to any system in a dynamic environment negates your ability to deal with the ever present new and unknown.