| To start off, how about a short definition on what is meant by the
U.S.Upside Plans so we're all on the same wavelength. One assumption,
based on the title, is a plan for what Digital does, once we're at the
"Right Size" for our existing business, when it's time to move ahead for
the new business climate we expect. The problem with this definition is
that we're already responding to the new business climate: TNSG, PC
Direct, etc. and some form of upside plan is already in place and being
executed.
So what are some ideas of what would be addressed in this "Upside Plan"?
Fred
either when the
economy picks up or when our business picks up regardless of what the
economy does.
my own assumption
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| Without being too technical, a proper definition of upside is business
in excess of your forecast. What the sales organization does on a
periodic basis is assess each and every business opportunity and
'commit' a subset of those opportunites to close to the next level up
of management. Upside consists of those uncommitted opportunities
which could be closed earlier than forecasted or opportunities which
have a relatively low probability of closure. In either case,
_sometimes_ one can bring in upside business by deploying more
resources or by otherwise changing the sales environment.
Al
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