CHAPTER 12

Strategic Tools

Back to statistics. The global statistic is that more than 50 percent of companies’ strategies only achieve 60 percent of their forecasted financials. And this is despite many of these companies taking consultants’ advice to be conservative in their forecasts. Why is this?

Rainmakers suggest two reasons. First, company CEOs drive for growth when they actually need a more coordinated strategy. Second, when they do have a solid strategy, the execution of such a strategy is poor and ineffectual.

The Rainmaker looks at how to avoid these errors by viewing strategic planning and sales execution as inextricably linked. Both must rise in unison to achieve effective and real growth. The starting point to effectively manage ...

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