销售团队管理.ppt

* * SLIDE: Sharing Knowledge: The Next Step We think sharing knowledge in business is the next logical step after quality, re-engineering and down sizing -- especially for those companies interested in a new phase of growth. Creating ways to systematically share your companys knowledge will help your people become more effective. Your company be more productive. More innovative and efficient at developing new products and services, getting them to market more quickly, and serving your customers in new and better ways. In fact, we believe that managing for knowledge -- particularly the sharing of knowledge -- will be a business imperative as we approach the 21st century. As Peter Drucker and others have been telling us for some time, knowledge is one of the few assets companies have to differentiate themselves from one another, and to create a sustainable advantage over competitors. Knowledge assets are becoming more important than land, capital and labor. Heres what Drucker said at a recent conference: * SLIDE: Knowledge Pie Chart A survey conducted by Delphi Consulting Group found that only about 12 percent of the organizational knowledge in any company is in some sort of knowledge base where it can be easily accessed by others who need it. The largest amount, 46 percent, lies in paper and electronic documents, which theoretically should be available for sharing but aren’t because of incompatible databases and the difficulty of getting information back and forth between the paper and digital worlds. Documents -- e-mail messages, project schedules, budgets, memos, technical drawings, bills and statements -- comprise the most pervasive vehicle that people use to share knowledge with each other, and the gulfs and barriers between paper and digital documents represent serious inhibitors to knowledge sharing. * SLIDE: Xerox: A Pioneer in Sharing Knowledge Xerox was among the first companies to use anthropologists to study workplace culture, and weve conducte