Competencias lominger

Sales Functional Competencies Guide

Sales Development

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SALES FUNCTIONAL COMPETENCIES CONTENTS OVERVIEW

Our goal has been to create a guide which is easy and simple for you to use, while being detailed enough to be clear, specific and meaningful.

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Welcome to your Sales Functional Competency Guide. This guide will support you in identifying the functional skills you will need to focus on improving and will help you to succeed in your current role and in your career.

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SALES FUNCTIONAL COMPETENCIES

CONTENTS

Sales Development

OVERVIEW

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Performance Level Expectations (by job role) – Introduction – Performance Level Expectations Matrix

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Sales Functional Competencies – What is the difference between Functional and Effectiveness Competencies? – How the competencies are structured? – When and how to use functional competencies? – Details: SFC1 to SFC11

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SALESFUNCTIONAL COMPETENCIES

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Contents

OVERVIEW

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Functional (Sales) – Unique/Specific to job role – Created by associates – Performance levels: Essential, Advanced and Expert – Cannot be overused

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Effectiveness (MECs) – Global - apply to all associates across Mars Inc. – Leadership focus –Created by Lominger – Performance levels: Unskilled, Skilled and Overused

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What is the difference between Functional and Effectiveness Competencies?

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Structure
Each competency is structured as follows:
Competence Title Competence Definition Competence Key Knowledge and Skill Areas Competence Detail Statements (aka you arecompetent at this level if you ….)

The Sales Functional Competencies are split into three performance levels that are consistent with functional competencies across Masterfoods USA.
– – – Essential Level: You will understand and be able to demonstrate your ability to apply current Masterfoods best practices for the competence. Advanced Level: In addition to the key knowledge and skills in theEssential level, you are able to apply best practices at a high standard, and are able to modify these as new situations require. Expert Level: You are seen as a thought leader for this competence, bringing new thinking and approaches and evolving the best practices we have to better meet our business targets.

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These levels are not linkedto zones. It is quite possible for a role to require an “expert” competence level where your manager may be “advanced” or “essential.”

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SALES FUNCTIONAL COMPETENCIES

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Since every sales associate needs to know how to identify and manage development objectives,here’s how to do so properly: – Assess your performance against each competency – Identify priority areas for development – Discuss and agree to an action plan with your manager – Understand what resources are available to assist in reaching development objectives – Arrange and plan development – Track improvement.

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Competencies have several usefulapplications: – Identifying the behaviors exhibited by a successful sales associate – Identifying areas of strength and development – Fostering a robust performance conversation between associates and managers – Enhancing knowledge and skills through a strong development plan.

SALES FUNCTIONAL COMPETENCIES

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Where and how do you use functional competencies?

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