Making Strategy Work is an article that identifies the factors that affect the performance of sales and marketing teams. The author highlights several practical ideas to prevent executives from "doing the same things over and over hoping for different results."
1. MAKING
BUSINESS
STRATEGY WORK
BY STEVEN R. WATERS
Avoiding Einstein’s Theory of
Insanity
It’s the end of the quarter and the company has missed its projections for
the third quarter in a row. CEO Thom Nolan has assembled his executive
team for an offsite meeting to try and understand what is going wrong and
why. Nolan has been in his position for 18 months and had high
expectations for turning around the company’s lackluster performance.
Not completely satisfied with his inherited management team, Nolan
brought in several star performers from his previous company. Together,
they began an overhaul of the new company’s business strategy. After 6
months of development, the new strategy was announced with some
fanfare at an all-company meeting. It showed promise for the first two
quarters but now things were beginning to look a bit bleak. As expected,
the Board of Directors was not happy.