Fostering teamwork has long been a holy grail in business culture, and on the surface the selling function is as committed to this ideal as any area of the enterprise. What major sales organization hasn’t featured a legendary coach on the podium of their annual sales meeting? We even call it a sales team to vaguely imply that the performance of the group is greater than the sum of its individual parts, that it can enhance the organization’s ability to adapt to new challenges and develop innovative solutions for customers.
The monumental gridlock in the United States Congress nowadays would be amusing if there weren’t so much at stake. They just can’t seem to get anything done in a timely manner. Their struggle to execute reminds me of projects to select and implement major software such as CRM--all too often they fall short. Intentions are genuine and the resources appear to be right, but somehow the ingredients don’t gel to reliably deliver value to the business enterprise.