| Author: | Schmidt, J. |
| Title: | The case of the sales-driven company |
| Journal: | Journal of Business Strategy
1994 : SEP/OCT, VOL. 15:5, p. 17-20 |
| Index terms: | IMPLEMENTATION SALES COMPANIES |
| Language: | eng |
| Abstract: | CEOs and other strategists don't have to be frustrated in their efforts to renew their companies through strategic change. But they do need to pay as close attention to strategy implementation as they do to strategy formation. Take the case of a large petrochemical company. This Sales-Driven Company had languished in the middle of its peer group for years. To figure out what was wrong and to improve the company's performance, the CEO commissioned several strategy reviews. Each one came to the same conclusion. |
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