Philip Walcoff - "The Fast Forward MBA in Business Planning for ...

Philip Walcoff - "The Fast Forward MBA in Business Planning for Growth"• Implement a sales incentive program for all employeesthroughout the company.• Communicate the need for all employees to play a role ineffecting sales.• Provide sales training to selected staff.issue); the issue of lacking standardized systems led the lot. A brief statement of these six issues follows:1. Lack standardized systems (75 percent). ''We lack standardized, documented, and effective systems,processes, policies, and procedures; we shoot from the hip."2. Lack policies and procedures (55 percent). "It's too loose around here; we need to develop (orexpand) a policy and procedure manual and an employee handbook."Page 65Figure 5.3Percentages of companies raising major systems andprocesses issues.3. Lack visibility of future revenues (45 percent). "We have too short a view of our future revenuestream; we need a system to better track our current business backlog, opportunities, and futurerevenues."4. Lack staff resumes and a corporate experience database (30 percent). "We need a companywideskills inventory (resumes) and corporate experience database for marketing and bidding purposes."file:///C|/Documents and Settings/gasanova/Local Settin...Forward_MBA_in_Business_Planning_for_Growth/e-book.html (81 of 219)16.02.2005 13:54:23