Today's advice comes from our interview with Jim Burleigh, CEO at Cloud9:
今天MBA小課堂的嘉賓是“Cloud 9”（小編注：Cloud 9是一家為銷售提供預(yù)測、為企業(yè)管理提供解決方案的世界級公司）的首席執(zhí)行官Jim Burleigh：

"If you have to have the best of the best, you’re relying on your people to carry your organization; this won’t scale. You need process to ensure success."
“如果你需要靠最好的人才來運作公司，那么你依靠的就是‘人治’；這么做是不成體統(tǒng)的。你必須依靠制度來保證成功?！?/div>

Aside from understanding your customers and "treating sales as a science," Burleigh says that constructing your team is one of the most crucial elements in sales success.
Burleigh說，想要實現(xiàn)銷售的成功，除了要了解自己的客戶，把“銷售作為一門科學(xué)”，構(gòu)建自己的團隊也是一個最重要的因素。

To be the best, Burleigh told us you don't actually have to hire the best. Instead, you should rely on great process which will allow you to "optimize your people, scale the organization, and produce superior results."
Burleigh認為，想要成為最好的公司，不一定必須去招募最好的人才。應(yīng)該依靠的是一個強有力的制度，通過這個制度來保證做到“人盡其才，擴大規(guī)模，并取得更好的結(jié)果?！?/div>

"Now, of course I’m not advocating hiring and rewarding mediocre employees. Rather, evaluate what – or who – you’re expecting to drive your organization’s success."
“當(dāng)然，在這里我并不是主張任用和獎勵碌碌無為的員工，而是要讓你明白，你到底是希望通過制度還是人才來使公司走向成功?！?/div>

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