|


 
 
 u  

@ Workshop Overview
@ The Big Picture
@ Outcomes and Competencies
@ The Process
@ Key Points
 6

  

@  plain how Personal Development can improve individual

and organizational performance.
@ Identify the three phases of the Performance Development
cycle.
@ Recognize the relationship between goals and
competencies.
@ Define the behaviors that are indicators of presence and
indicators of absence for the Sales Division Competencies.
@ Recognize who does what during the personal development
and evaluation processes.
@  plain the link between performance and the
compensation/incentive system.
 u  

@ Workshop Overview
@ The Big Picture
@ Outcomes and Competencies
@ The Process
@ Key Points
 |
 
  

@ Personal Development is a systematic approach to

developing people at work that relies on:
u Goal setting
u Personal development planning and

u Coaching and feedback

as the major techniques to ma imize performance

 |
 
 

@ Personal Development Program is intended to:

u Help you realize your full performance potential
u Prepare you for future roles and responsibilities

u Help those who are e periencing performance difficulties

u Identify training and other developmental opportunities

for continued progress and growth
@ Increase the organization¶s overall knowledge base
@ Become a World Class Sales Organization
 |
 
  

@ Personal Development involves you and your director in a

combined effort to improve both individual and
organizational effectiveness
@ Personal Development is designed to:
u Communicate and clarify organizational objectives
u Identify individual accountability for accomplishing organizational and
individual objectives
u Identify and respond to your individual developmental needs
u Assess and improve individual and organizational performance
u Use performance as basis for recognizing and rewarding
accomplishments; and for appropriate personnel actions
0



 -  


@ [ou are responsible for your own development

@ Measure performance using a defined and
collaborative process
@ Competencies are defined and measured
@ Personal Development Plan
@ 3-Point scale
 6

@ Help you become the best sales professional

possible
@ Help you realize your full performance potential
@ Prepare you for future roles and responsibilities
@ Help those e periencing performance difficulties
@ Identify training and other developmental
opportunities for continued progress and growth
@ Increase the organization¶s overall knowledge base
@ Become a World Class Sales Organization
 |
 
 

| Coaching and

Coaching and
Feedback
Feedback

 
 

Coaching and Feedback

 |
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 u  

@ Workshop Overview
@ The Big Picture
@ Outcomes and Competencies
@ The Process
@ Key Points
  

@ Outcomes are the ³what´ of performance

u Goals we need to achieve within a specific time period
u Standards to measure success of our efforts
 
  

@ Competencies are the ³how´ of performance - they

specify skills and behaviors needed to achieve
goals
@ Competencies are broad categories of skills,
knowledge and personal attributes that are success
factors in achieving goals
@ Without competencies, goals would not be
achievable
 0 
 
  

@ Three competencies for field sales personnel

u Business  cellence
u Interpersonal  cellence
u Personal  cellence
@ ach competency is defined by its skills - for e ample
Business  cellence
u Financial Acumen
u Negotiation
u Drive Results
u Job Knowledge
u Strategic Thinking
u Decision Making
   !  
u 

@ Goal
u Understand competencies by defining the behaviors
@ Tasks
u ach team is assigned two skills
u Define the daily behaviors that indicate the presence or absence of
those skills
Make sure the behaviors are observable and understandable
u Try to define as many as you can given the time allotted for this
activity
u [ou will present your work to the other teams
@ Time
u 30 minutes
 u  

@ Workshop Overview
@ The Big Picture
@ Outcomes and Competencies
@ The Process
@ Key Points
  |
 

@ Self-Assessment
@ Meet with manager to discuss performance
@ Set or fine tune goals
  "

@ On-Line tool - will be completed by Q3

@ Sections include:
u Goals
u Competencies

u Personal Development Plan

 |
 
 |

@ Documents your skill and development targets

@ Sections include:
u Career interests and aspirations
u Career path options

u Development plan for the year

 3  


@ 3-point rating scale

u 1 = Unsatisfactory Performance
u 2 = Fully Competent

u 3 =  ceptional Performance
   


@ Bonus
@ Merit increase
@ Career advancement
 - 0


@ We are starting Personal Development Program by getting

you involved
@ [ou will complete self-assessment and Personal
Development Plan
u Receive tools by end of May
u Compete self-assessment and development plan and return to
Director by end of June
u Meet and discuss with Director by end of July
@ We will:
u Fine-tune assessment methods
u Finalize 0n-line tool by Q3 for use in year end review
 á u

@ What questions do you have about the Personal

Development Program
 3 |

@ What is the most important idea(s) you will take

away from this workshop