I was watching Donald Rumsfeld's testimony before the House Armed Services Committee today and his explanation of why the pictures weren't discovered sooner. I don't remember his exact words but it was something to the effect of:
"The problem is that we need to update our systems and procedures to the 21st century. We're still doing things the 20th century way, 'the way we've always done it.' That's why it took months to find out about these pictures - we're still stuck doing things the 20th century way."
Does that sound familiar? That's the message I work so hard to get across to salespeople and managers! At least 90% of salespeople are still doing things the 20th century way and yet they wonder why they don't get better results. Move into the 21st century and you'll get the sales results you want!