Ram Charan on why he wrote a book on sales

today’s Wall St. Journal (emphasis mine):

Mr. Charan: Around 2003, I began to see companies with good strategies, good technology, good costs asking, "Why are we not getting better results?"

I found many companies had focused on the back end of  the business: operations,  accounting, finance,  overhead. But the sales force had been neglected.

I got horrified.