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.Overview:Antoine, it has been another successful year for you.As your super-visor, I am proud to be working with you.You are a professional andcontinued6749ch04.qxp_lb 11/9/07 3:07 PM Page 154154 The Language of Successa smart business person.Your energy is amazing.You have continuedto grow and change even when you are burdened all day with gettingspecific projects done.In fact, I was amazed at the amount of workyou completed this year when I went back to see what you actuallydid.Here are just a few of your accomplishments:Accomplishments since your last review" You attended an e-marketing seminar and it really fired you up.You came back with lots of new ideas that you have imple-mented over the past six months." You successfully coordinated four trade shows, plus regionaltraining sessions with our resellers." You secured five keynote speaking engagements at national con-ferences for our CEO." You increased the volume and quality of communication be-tween marketing and the rest of the company by issuing morefrequent e-mails on marketing s achievements." You put into place a plan and a system to track all of the salesfrom our resellers." You continue to contribute to company morale through coordi-nating events like the baseball game, casino trip, Bastille Dayparty, etc." You have implemented improved statistical reporting.As a re-sult, we have more accurate stats on web visits, leads, first pre-sentations, closed sales, etc." You wrote and placed articles and press releases that have drivenactivity to our Web site." You created a new technical handout that will help in web salesand will support our inside sales team." You segregated customer lists by vertical market and type, help-ing us recognize trends in the marketplace and make intelligentchoices about marketing activities." One of your best achievements this year was to organize for yourdepartment what happens, daily, weekly, monthly, and quarterly.It provides clear direction on what needs to be accomplished.Italso shows the rest of the company what you do and why." You have continued to assist the president in completing theBoard Meeting presentations and statistics." You coordinated a superb and successful Reseller CommunityKick-off in January.6749ch04.qxp_lb 11/9/07 3:07 PM Page 155Chapter 4 The Practice 155" You coordinated the data gathering and writing of seven newcase studies for our library of proposal content." You developed our first series of Webinars, which were a won-derful addition to the company s marketing plan.Comments from Other EmployeesI solicited feedback from other employees about your job perform-ance and received the following comments:" Antoine has been very helpful and supportive each time I have called.The support materials his group has put together have been great thesales manual, resource disk, etc.I really appreciate him being on theteam." I m still in awe of his dedication and enthusiasm.He has drive, that sfor sure." I can only say that he consistently amazes me with his new ideas, whathe s able to get done, and how willing he is to pick up the ball on justabout anything.Places to Grow, Talents to Develop" Proactively presenting ideas for roll-outs, products, etc.You tendto wait to design the roll-out program for new releases and newproducts until the development is near completion.As a result,the roll-out isn t as strong as we would like it to be.Please de-velop some specific suggestions on how we can improve thisarea." You are remarkable in generating many excellent ideas.You arenot always as successful at executing those ideas.For example,during the past year you recommended a postcard campaignusing the cartoon character, a Web-based training library forusers to access, and getting the CEO booked on business TV pro-grams.These are all great ideas, but none of them were com-pleted.Let s work on creating an activities list, delegating tasksas appropriate, and staying to a timeline so that your great ideasaren t wasted." As always, you need to look for ways to generate more leadsand more awareness for the company for the least amount ofmoney.This will involve monitoring the industry for creativeideas we can adapt and being on the alert for new programs wecan try.continued6749ch04.qxp_lb 11/9/07 3:07 PM Page 156156 The Language of SuccessUncompleted from Last Year s Goals" Develop a plan for international growth in the next year.What do we want to achieve for the next year?" We need change.It is time to change the message, shake up ourstandard notion of who we sell to, our pricing models, anythingthat we take for granted.But the change must be focused on gen-erating quick growth in net revenue and/or market share.Yourkey assignment will be to develop a new marketing plan for thesecond half of this year to be implemented in 2008." Increase the percentage of people who come to our site and buyfrom 2% to 3.5%." Keep accurate and timely competitive information and share itfrequently with the sales force." Track results from the Web presentations program, particularlyin terms of qualified leads and closed sales." Start participating at the Board Meetings, making formal presen-tations to the Board of Directors and being part of the decisionteam.Ranking and Recommendation" Antoine Leboque is an outstanding employee.Top ranking." Recommendation: promotion effective immediately to Vice Pres-ident, Marketing.Comments:Signed:_____________________________________(Antoine Leboque)Date: ____________________________Writing to MotivateYou might be wondering why we have a section of documents fo-cused on motivating others, when we only have three controllingpurposes for business writing informing, evaluating, and persuad-ing.You may also be surprised to see that I ve included docu-ments that instruct or train within the subcategory of motivation.Shouldn t instructing and training be part of informing?6749ch04.qxp_lb 11/9/07 3:07 PM Page 157Chapter 4 The Practice 157The answers are, first, motivation is a subset of persuasion and,second, unless they are motivated, adult learners will blow off anyinstructions or training they get [ Pobierz całość w formacie PDF ]