Problem: Sales is a mystery to many people. Why has that “superstar” you hired a few months ago failed to produce? What happens in that foggy area of the sales cycle between the initial meeting and when the order is received (hopefully by you, but often when your competitor gets it)? What’s really going on there anyway? Why do customers give their business to someone else, when clearly you have the best value proposition? Why are sales forecasts nearly always totally out of whack with reality? Why do most companies only “hope” that they’ll make their numbers, instead of actually controlling the result?