Today's advice comes from our interview with Jim Burleigh, CEO at Cloud9:
今天MBA小课堂的嘉宾是“Cloud 9”（小编注：Cloud 9是一家为销售提供预测、为企业管理提供解决方案的世界级公司）的首席执行官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来运作公司，那么你依靠的就是‘人治’；这么做是不成体统的。你必须依靠制度来保证成功。”

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说，想要实现销售的成功，除了要了解自己的客户，把“销售作为一门科学”，构建自己的团队也是一个最重要的因素。

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认为，想要成为最好的公司，不一定必须去招募最好的人才。应该依靠的是一个强有力的制度，通过这个制度来保证做到“人尽其才，扩大规模，并取得更好的结果。”

"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."
“当然，在这里我并不是主张任用和奖励碌碌无为的员工，而是要让你明白，你到底是希望通过制度还是人才来使公司走向成功。”

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