Appleton Associates Ltd blog

Role Profiles

I have just spent the morning with a client running skills and competencies profiling session. I am amazed at how many times I talk to people who have a number of different sales roles reporting to them and yet don't fully appreciate the differences in the skills and competencies required to succeed in each one.

For example, when asked what are the key skills required by a field salesperson, the 'usual suspects' appeared:

• self motivated
• knowledge of the industry and markets
• ability to communicate effectively at all levels
• honest and reliable
• etc.etc.etc.

We then looked at a key account manager's role and hey presto what do you think came up at the top of the list? Yes the same as above. The job is totally different yet there was no clear appreciation of the required skills and competencies for each one.

At this point we didn't bother looking at the other roles that report into him, instead we started to discuss a better methodology.

I showed my client a list of competencies that we use when completing a TNA, and asked him to look through it, and select the relevant ones. He started to smile and said "Let me get you a cup of coffee and see if our HR Director is free. Five minutes later I am enjoying a tasty cappuccino and an even more refreshing conversation with the HR Director.

Within half an hour they realized that with a complete and thorough role profile they could:

• Recruit more suitable candidates
• Identify specific training requirements
• Achieve greater consistency throughout the business
• Obtain much better value for money from companies such as mine

My point for this blog?

Simply this, the more you invest the time to identify EXACTLY what you want, the more you increase the likelihood of you getting it.

posted by Appleton Associates Ltd at 11:10 Saturday, 17 November 2007