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  • April–June 2015
  • Article
  • ThinkSales

It Doesn't Matter If Competitors Know Your Strategy

By: Frank V. Cespedes
  • Format:Print
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Abstract

It is difficult for people to implement what they don't understand. Yet, research indicates that, on average, more than 50% of employees in organizations say they do not understand their organization's strategy. Further, the percentage of people reporting ignorance of their firm's strategy increases the closer one gets to the customer in responses from sales and service personnel. This article outlines the issues and explains why withholding information about strategy for competitive reasons often results in greater risk for the business.

Keywords

Strategy; Sales

Citation

Cespedes, Frank V. "It Doesn't Matter If Competitors Know Your Strategy." ThinkSales (April–June 2015), 10–11.
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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More from the Author
  • Linking Growth and the Frontline By: Frank V. Cespedes, Jay Galeota and Michael Wong
  • Linking Value and Price By: Frank V. Cespedes
  • Belden and Digital Transformation: From Product Sales to Solutions Sales By: Frank V. Cespedes and Amy Klopfenstein
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