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Skill
Knowledge
What is ASK
Attitude Probing past experience impression vary
Cannot be assessed in interview
Can be assessed through
Psychometric tool
2 Creativity Innovation – Think out of the box, veer away from run of the
mill solutions, come up with non-traditional solutions
3 Strategic Thinking Strategic thought leadership – Show ability to look at the big
picture, draw global or local trends, build scenarios, put
together small pictures to make the big picture
2 Executing tasks Area Responsibility – Direct sales, collection & distribution feet on street,
independently field & supervisory possibility for a large area (Sales/ Sr. Sales specialists
without direct people responsibility)
Role
Function
PROFICIENCY LEVELS
CRITICAL
IMPORTANT
PREFERRED
CRITICALITY
Functional/
Technical Skills
Functional/Technical skill Definitions
Step 4 – Identify Criticality required
Function Sales
PROFICIENCY LEVELS
Claims making
Step 5 – Identify Functional skills required for
the role: Marketing
RAG analysis
Talent management
HR info system
Group HR operation
Step 6 – Define Functional skills
SR Role
Functional competencies Definitions
F Selling Skills Steps of sales calls ….expand
u
Distribution expansion Enhance coverage in a defined budget
n
c RPS Availability and visibility - merchandising
ti
RS Management Stock norms, ROI, Mkt Service, Infrastructure, Mkt Credit
o
n Handling collection issues, distributor investment, RS
a Financial commitment Mgt funds management
l Basic understanding of categories and products vis-à-vis
/ Product Knowledge the competition
T
e Understanding of the geography and relationship with
c Market Knowledge dealers
h Relations with the retailers, leverage the
n Trade relations sales
i
c Analytical skill Analysis of territory alignment [coverage and routing]
a Claims making Product returns, subsidy, schemes rejections handling
l
S
k
il
ls
Step 7 – Identify Role Holder for each role
Introversion Extroversion
Anxiety Relaxation
Assertion Questioning
Receptivity Distance
Rigidity Improvisation
Intellectual Dynamism Intellectual Conformism
Combativeness Conciliation
Realization Facilitation
Belonging Independence
Power Perfection
Step 9 – Assess Functional skill with
superior/HoD
By Experience
Would be empirically done by superior
360 degree Appraisal
Step 10 – Match of role holder Vs Role based
competency
Step 10 – Match of role holder Vs Role based
competency
Step 10 – Match of role holder Vs Role based
competency
Step 11 – Action Plan
[a] Talent Acquisition
KRA
Behavioral Competency
Functional Competency