TeAM YYeP G Digitally signed by TeAM YYePG DN: cn=TeAM YYePG, c=US, o=TeAM YYePG, ou=TeAM YYePG, email=yyepg@msn.com Reason: I attest to the accuracy and integrity of this document Date: 2005.04.29 01:30:20 +08'00' [...]... 20 6 Make Time to Manage 20 7 Human Resource Administration 20 9 Avoiding Lawsuits 21 0 Tools for Managing and Motivating Employees Performance Reviews 21 3 Team Feedback 21 9 Management Skills Feedback 22 2 Employee Ranking System 22 5 Human Resource Key Indicators 22 8 8 21 1 LEADING YOUR BUSINESS FOR MAXIMUM RESULTS 23 1 Personal Characteristics of CEOs 23 2 Facing the Toughest Questions 23 5 Look to the Long Term—the... Very Long Term 23 5 Find the Important Details and Focus on Them 23 6 Leading during Times of Growth 23 7 Managing Slumps 23 8 You Can’t Do It Alone 23 9 Getting Outside Help 24 0 Hiring Quality Consulting Help 24 1 Boards of Directors and Advisors 25 1 Starting Over: The Annual Game- Planning Process 25 3 Tools for Leading Your Business 25 3 Employee Opinion Survey 25 5 Company Performance Review 25 8 APPENDIX ONE:... RUNNING A SUCCESSFUL BUSINESS 26 3 APPENDIX TWO: TOP 50 PRACTICAL BUSINESS BOOKS 26 7 INDEX 27 3 PA RT I CREATE YOUR VISION 1 MOVING FROM VISION TO ACTION There is nothing in a caterpillar that tells you it’s going to be a butterfly —Buckminster Fuller I call this book Business Plans to Game Plans because it takes you from your business plan, that is, what you share with those outside your business, like investors,... Who Are Your Customers? 117 Quality Sales 119 The Right Person for the Job 119 Customer Service Professionals 120 Sales Management 121 Communicating Sales Data to Employees 122 Tools for Mastering the Art of the Sale 123 Dollar Sales Month-to-Month 125 115 Contents Product Sales by Customer 128 Top-Selling Products 131 Sales by Salesperson 133 Customer Service Key Indicators Customer Service Survey 138... in the game plan, but you never see any such admissions in a successful business plan Business plans do not include implementation instructions, because the writers of business plans focus on accomplishment They write as if once you dream the dream, it magically becomes reality They don’t write about the hard part—that is, the work it takes to gain success 3 4 Create Your Vision Implementing a business. .. what you share with those outside your business, like investors, to your game plan, which is how you really run the business, and what you share with your employees As a business- planning consultant, I have written countless business plans While many of them received the funding they were hoping to attract, a number of these businesses failed in the first several years or never got out of the planning... first several years or never got out of the planning stage In fact, a few of the entrepreneurs I worked with expected the business plan to be a blueprint for how to run the business They couldn’t be more wrong Here is one major difference between the business plan and the game plan: A business plan is written to impress others with how much you already know so that they can decide if they want to invest... 1 82 Minimizing Risk 183 Marketing Goals 184 Tools for Marketing and Product Development Assessment of Competition 187 Product Sales by Marketing Method 190 Product Development Checklist 193 173 185 P A RT IV LEAD WITH COURAGE 7 DRIVING EMPLOYEES TO PEAK PERFORMANCE Set the Standards for Your Employees Invest in People 20 0 20 0 199 x Contents Effective Communication 20 3 Compensate Fairly and Well 20 6... the money had to be borrowed, which forced us to put together a written business and marketing plan Creating a goal like this one generates unbeatable motivation Suddenly, our definition of winning was more similar to an athletic game there was a real dollar number we had to meet or beat to win This was the genesis of the game plans I’ve used They gave people real reasons to hold tight on expenses,... be subobjectives set for all aspects of the business You should set goals for constant improvement in all segments of the business, even if you focus more of your time, attention, and resources in certain areas You may never set a corporate goal to streamline your accounting department, but that might be a subobjective to an overall cost-cutting strategy 22 Create Your Vision Good measures will have . 21 0 Tools for Managing and Motivating Employees 21 1 Performance Reviews 21 3 Team Feedback 21 9 Management Skills Feedback 22 2 Employee Ranking System 22 5 Human. integrity of this document Date: 20 05.04 .29 01:30 :20 +08'00'