Why have Organizations or Sales Managers failed to listen to their environment?
The IT industry operates at the speed of thought; thereby making technological obsolensce a significant factor. Technology also has increased the quantity of information that managers must process before making a decision. They no longer understand their environment intuitively and are in danger of losing Customer Intimacy. CRM systems and others try to plug that gap but the reality is that intelligence cannot be gained without the creation of a culture of intelligence. Companies without a structured process of gathering and analyzing intelligence are unable to respond to the changing needs of their customers and competitors actions.
