Failure is an inevitable part of the sales process, says Tim Sanders. The average corporate success rate for complex sales projects is 20%. At Yahoo, Sanders’ dealstorming success rate was an impressive 70%, which still means that roughly a third of the deals fell through.How your team prepares for and handles failure is a crucial determinant of its long-term success. As failure’s a given, you need to approach it as a learning opportunity. According to Sanders, there are two key aspects to learning from failure:Managing ChangeYour number one job in sales is to convince people to change the way they do business. Find mobilizers when you encounter resistance to change. Mobilizers are people who can teach others and cause internal change.Key QuestionsWhat can we do moving forward to cause change in an organization?How are we convincing people to change the way they do business?Managing ExpectationsGet to the bottom of what’s standing between your company and a signed contract.Use sa...