Separating Fact from Fiction to Achieve Sales Excellence
Article Excerpt
"How could I have been so stupid?" President John F. Kennedy asked after the failed 1961 Bay of Pigs invasion. How did a team of the best minds in the US government manage to make such a huge misjudgment? Research revealed the flaw lay in a set of assumptions, held to be self-evident by all, which were disastrously incorrect. In 1993 IBM announced losses of $8bn. The fault lay with accepted wisdom that saw mainframes as the "serious computer market." The bottom fell out of this market and IBM was out-competed by a new breed of innovative software and PC manufacturers. ...
This article was published July 2005 in a SCRIP supplement on Sales Force Effectiveness.
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About the Authors
Chris Morgan is a Principal with ZS Associates.
Angela Bakker Lee is a Principal with ZS Associates.