1. This is not a teachable, repeatable way to sell. Consequently, it cannot be lever-aged across a sales force or used to train new salespeople when they come on board. Lf sales management has no definition of how they want their salespeople to sell, then their only means of improvement is to fire the least productive salespeople and roll the dice on the next. Formal sales processes allow a company to scale its sales force by teaching its salespeople how to succeed.