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Competency Based Training In

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A competency model is a description of skills, knowledge and behaviors needed to perform a job or set of jobs effectively. Given the rate at which business needs change, competency models are important because job descriptions and performance expectations can become quickly outdated. With competency models, job expectations can stay aligned with current job demands or adapted to meet anticipated future demands.



Also, the processes we use to select, assess, and develop our sales employees can remain current and adaptable with our changing business needs. We have chosen to focus on these specific sets of competencies:

* Functional Competencies - define what a person knows. Typically these competencies define one function from another. These competencies are often learned in school or taught on the job. They reflect the primary knowledge we are looking for when we hire and develop sales people.

* Leadership Attributes - define how a person behaves. Typically, these attributes define how a person applies their leadership skills. They reflect the personal leadership skills we are looking for when we hire and develop sales people. The expectation is that all levels will apply these attributes based on a person's job expectations and responsibility level.

* Supervisory Competencies - define how a person behaves in a supervisory role. They describe the fundamental behaviours that are necessary to supervise and lead people.

Competencies are gained through a multitude of ways-life experience; formal education; apprenticeship; on-the-job experience; self-help programs; and, yes, training and development programs. All of these together contribute to job competence in a sales person. Ultimately, sales managers and sales people working together and assessing consistency of job performance (behaviors) over time determine overall "sales competence."

When choosing training and development activities to help achieve competencies identified for your sales team, target competencies - not courses. Too many people say "send them on sales training" as opposed to really understanding the actual competencies that need to be addressed. Some sales competencies that might be considered include:

Functional Competencies

o Business Acumen

o Channel Partner Effectiveness

o Computer Skills

o Customer Focus

o End User Effectiveness

o Negotiation Skills

o Product Knowledge

o Selling Skills

o Strategic Sales Planning


Leadership Attributes

o Charts the Course

o Raises the Bar

o Energizes Others

o Resourcefully Innovates

o Lives company Values

o Delivers Results


Supervisory Competencies

o Business Plan Implementation

o Coaching Skills

o Developing People

o Leading and Influencing


Most sales training focuses on the functional competencies, since the leadership attributes and supervisory competencies are more appropriate at management levels. For more information about sales training please visit http://www.sales-training-consultants.co.uk
Competency Based Training In
Freedom from the risk of injury, danger, or loss - safety at work is the goal and desire of all employers. In every well-run business, from the largest to the smallest, this aspiration to protect workers plays a key role. But achieving safety requires much more than desire. It requires action. Every worker in every position must learn specific procedures, and just as imperative, every worker must understand the extreme importance of following these safety policies down to the smallest detail.

Because this need for safety is of the utmost importance and because achieving OSHA safety training requirements can be quite involved, employers can turn to a variety of methods for assistance in meeting these health and safety standards. For instance, external conferences, videos, computer software, and/or workbooks can all be utilized to help employers gain knowledge of safety procedures. However, if these methods are not created to target a specific business's needs, they are often not enough.

One of the most effective and economical solutions to meeting all requirements is to hire a certified safety professional from a performance based safety consulting firm. Safety consultants specialize in customizing training to meet a client's particular needs. By hiring a safety consultant, a business can be assured that OSHA safety training requirements are met, health and safety techniques are put into practice, and all employees are educated and well-trained in these safety procedures.

The first objective of a certified safety professional is to analyze the workplace and assess potential hazards. This initial assessment is an extensive process, one that ensures comprehensive and complete OSHA safety training. The assessment itself involves analyzing the actual work environment in addition to evaluating the knowledge and skills of employees in order to identify specific gaps in training. Through such an analysis, a consultant makes certain the safety consulting provided will be thorough and relevant to the client's needs.

After conducting an assessment, a certified safety professional develops and implements a plan for providing confidential health and safety consulting to employers as well as employees. The safety consultant may utilize a variety of methods to accomplish established goals, including, but not limited to, on-site safety training, group presentations, training program development for future employees, and instruction in industrial hygiene and ergonomics. In addition, the consultant works with clients to develop techniques designed to ensure on-going improvement once the initial OSHA safety training is complete.

Supporting on-going improvement is an extremely important aspect of health and safety training as achieving optimum safety is a continuous process due to changing circumstances in the workplace. By hiring a certified safety professional, employers receive additional assistance in this area through follow-up services provided by the safety consulting firm. During these follow-ups, consultants evaluate procedures that have been put into practice and ensure improvement in safety procedures. With the assistance of a safety consultant, employers can be assured that their desire for safety has effectively been put into action.
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About Author
Both John Fowler & Dan Snyder are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

John Fowler has sinced written about articles on various topics from Sales Training, Site promotion and Sales Training. John Fowler is a sales and management trainer designing and delivering workshops across the world specifically for the IT industry. John can be contacted on his website at. John Fowler's top article generates over 9900 views. Bookmark John Fowler to your Favourites.

Dan Snyder has sinced written about articles on various topics from Management, Careers and Job Hunting. Performance Based Safety, LLC (PBS) is a network of occupational health and safety training professionals dedicated to helping companies improve business performance through customized occupational safety and health training consultant services. For more. Dan Snyder's top article generates over 246000 views. Bookmark Dan Snyder to your Favourites.
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