Client: Leading international manufacturer of high-end office and electronic printing equipment
Project Objectives: Through the analysis of existing and projected future job performance, the client wanted to develop a uniform series of job profiles that would describe the competencies and attributes required by their sales force. The job profiles would let them evaluate skill levels of individual sales, sales support, and sales management staff members--regardless of their product line or position within the sales organization.
Data from the profiles would also allow sales staff members to assess their current competency level, identify development needs, and establish a personal development plan. Those who carry through on their personal development plan would be certified on the competencies critical to their job.
The certification, in
turn, would provide input to the employee's performance review/promotion process.
What was needed was a means for measuring current sales staff competencies and forecasting desired competencies in a variety of areas including:
Solution: A joint FLI/client team conducted a series of focus groups and structured interviews across all levels of senior and sales management to define the current and future attributes and competency requirements of the sales force. Initial inputs were reported in the form of a first draft Sales Job Profile document. This draft document was then reviewed by representative groups of stakeholders to identify areas of uncertainty. These areas were clarified, and a revised Job Profile document was submitted for final approval.
The FLI/client team conducted focus group sessions with stakeholders
to determine and validate performance standards for 20 different sales and sales
management positions. In support of implementation of the competency system, FLI developed
a workshop session and coaching guide to be used by managers to introduce the program to
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