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We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. My quota, along with that of my peers, becomes my manager’s quota, and so on so that our combined efforts represent the revenue/order plan for the organization. We each want to do our part.
Clausewitz (Carl von Clausewitz, a Prussian general) believed that friction was as inherent to war as it is to mechanicalengineering and could therefore never be eliminated but only mitigated. Each gap in alignment (described by Stephen in a diagram) raises specific issues and requires us to take different steps to close it.
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