Competencias lominger
Sales Development
MATRIX
forward
SFC SFC SFC SFC SFC 11 10 9 8 7 SFC SFC SFC SFC SFC 6 5 4 3 2 SFC 1
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.
back
forward
MATRIX
SFC SFC SFC SFC SFC 1110 9 8 7
SFC SFC SFC SFC SFC 6 5 4 3 2
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.
SFC 1
SALES FUNCTIONAL COMPETENCIES
CONTENTS
Sales Development
OVERVIEW
back
forward
MATRIX
SFC SFC SFCSFC SFC 11 10 9 8 7
Performance Level Expectations (by job role) – Introduction – Performance Level Expectations Matrix
SFC SFC SFC SFC SFC 6 5 4 3 2
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
SFC 1
SALESFUNCTIONAL COMPETENCIES
CONTENTS
Contents
OVERVIEW
back
forward
MATRIX
SFC SFC SFC SFC SFC 11 10 9 8 7
Functional (Sales) – Unique/Specific to job role – Created by associates – Performance levels: Essential, Advanced and Expert – Cannot be overused
SFC SFC SFC SFC SFC 6 5 4 3 2
Effectiveness (MECs) – Global - apply to all associates across Mars Inc. – Leadership focus –Created by Lominger – Performance levels: Unskilled, Skilled and Overused
SFC 1
SALES FUNCTIONAL COMPETENCIES
CONTENTS
What is the difference between Functional and Effectiveness Competencies?
OVERVIEW
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.
back
forward
MATRIX
SFC SFC SFC SFC SFC 11 10 9 8 7
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.”
SFC SFC SFC SFC SFC 6 5 4 3 2
SFC 1
SALES FUNCTIONAL COMPETENCIES
CONTENTS
OVERVIEW
back
forward
MATRIX
SFC SFC SFC SFC SFC 11 10 9 8 7
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.
SFC SFC SFC SFC SFC 6 5 4 3 2
SFC 1
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
CONTENTS
Where and how do you use functional competencies?
OVERVIEW
MATRIX
back...
Regístrate para leer el documento completo.