L Selvam Georgewww.5eserpraise.com

Personal Vs Organizational ?

Growth ? Current Success ? Vs Future Mission ?

“If a person’s DA are in line with his values, he has legitimate claim for

peace of mind”

CompetenceOrganization Mission

Role / Job Description

Expected Results

Competencies

Observable Behaviour (Levels)

Competency Mapping

Action Plan

LEVELS OF COMPETENCIES

BASIC AWARENESS• Understanding of ‘how it works’• “Read & understand the book”

CONTRIBUTORY• Ability to apply and contribute• “Understand & apply the book

EXPERT COACH• Ability to teach/coach someone• “Read, understand, apply & teach the book”

LEADING EDGE• Ability to innovate in the field of interest• “Understand, apply, teach & offer critique/re-write the book”

DATE

NAMEDEPTCURRENT ROLEASPIRED ROLE

Please assign points as detailed below:

CRITICAL 3 LEADING EDGE 4IMPORTANT 2 EXPERT/COACH 3PREFERRRED 1 CONTRIBUTORY 2

BASIC AWARENESS 1

COMP GAPCOMPETENCIES A B C= (A x B) D E F= (D x E) G H= (GxA) CURR ROLE

CRI. LEVELS COMP. INDEX CRI LEVELSCOMP. INDEX LEVELS

COMP. INDEX (CR) C-H

CURRENT1 UNDER THE SALES PROCESS 3 3 9 4 12 -32 CHANNEL MGMT. 3 4 12 2 6 3 3 SELLING SKILLS 3 3 9 4 12 -64 TIME MGMT 3 3 9 2 4 - 5 BUILDING SALES TEAM 3 2 6 3 6 026 COACHING SALES TEAM 3 3 9 2 4 -

COMPETENCY CURRENT ROLE (CR) COMPETENCY ASPIRED ROLE (AR) INDIVIDUAL COMPETENCY

GAP ANALYSIS

REGIONAL SALES ROLE (EXAMPLE)

Under the Sales Process -3Channel Mgmt 3Selling Skills -6Time Mgmt 0Building Sales Team -2Coaching Sales Team 0

-6

-5

-4

-3

-2

-1

0

1

2

3

Under the Sales Process

Channel Mgmt.

Selling Skills

Time Mgmt.

Building Sales Team

Coaching Sales Team

SUCCESS IN ONE’S CAREER IS DEFINED AS

ASSUMING RESPONSIBILITIES WHICH

MATCH ONE’S CAPABILITY IN THE

PROFESSION/FIELD ONE

ENJOYS THE MOST

Unknown

SUCCESS IN CAREER

MAXIMIZING INTERSECTION

PASSION

NEED

SKILL

I S

O

TALENT

WEALTH PLEASURE

FLP FULFILMENTOF LIFE’S PURPOSE

QUESTIONS TO EXPLORE PASSIONMy parents always told me that I should __________.My best measure of personal success is __________.My main driving force in life is __________I will know for sure that I am successful on the day I

_________.I am the happiest and most satisfied when I __________.If I could instantly re-educate myself and choose any

career, I would be a __________ because __________.

Leadership vs. ManagementHow tasks are done Establish a vision Imaginative ideas Help others understand vision (and buy in ) Inspire others Initiate change

What is done Plan and budget Focus on process

and system Organize and staff Take control and

solve problem Produce order and

stability

Leadership vs. Management Leadership traits Art Focus on people and supported by process Vision orientation and goals are milestones Learnable to repeat ( internalize to apply) Emotions over intelligence

Management theories Science Focus on process and supported by people Goal orientation and

processes are tools Repeatable to learn ( mastered by

practice) Intelligence over

emotions

Managerial Grid

16

What Is Performance

Performance = Skill x Will

Sheppard Matrix. H

M

L

GUIDE PARTICIPATE

DELEGATE

TRAIN COACH SUPPORT

DIRECT COUNSEL INVOLVE

L M Hl

Leadership BehaviorsResult Oriented

Relationship Oriented

LEADERSHIP BEHAVIORS(IN DIFFERENT LEADERSHIP STYLES)STYLE RESULT ORIENTED RELATIONSHIP

ORIENTED

DIRECT HIGH LOW

TRAIN HIGH MEDIUM

GUIDE HIGH MEDIUM

COUNSEL MEDIUM HIGH

COACH MEDIUM MEDIUM

PARTICIPATE MEDIUM MEDIUM

INVOLVE MEDIUM HIGH

SUPPORT LOW MEDIUM

DELEGATE LOW MEDIUM

Two beliefs about Human BeingsTheory X Theory Y Theory Z

Man by nature is:

For an average person:

B= f(P,S)

IndolentLacks

ambitionDislikes responsibilit

yWork with

the carrot &

stick

Work comes as natural as playCommitment

results in self-direction to achieve goals.Seeks

responsibilityIs self-motivated

Employees’ Needs and

Organizational Needs are parallel to

each other .., Employee

Satisfaction is the key to Customer

Satisfaction and vice versaWWW.5eserpraise.com

X Y

ZWWW.5eserpraise.com

4C MODEL

Employee contribution to Customer Satisfaction

Business Growth

PerformanceP = C x C

Core Competency Commitment

Employee’s Growth

1 2

3 Channeling

Conviction

4

WWW.5eserpraise.com

Feedback

GoalSetting

EmployeeNeed / Goal

OrganisationalNeed / Goal

PMS

Development

Measurement

WWW.5eserpraise.com

K I S S

H E R

L I P S

A O A P

I M

P L

E M

E N

T A

T I

O N

D E

S I

G N

WWW.5eserpraise.com

So, the rabbit sat on the ground below the crow, and rested.

A crow was sitting on a tree, doing nothing all day.

A small rabbit saw the crow, and asked him, "Can I also sit like you and do nothing all day long?”The crow answered: "Sure, why not.”

All of a sudden, a fox appeared,

Jumped on the rabbit... and ate it.

Moral of the story is….

To be sitting and doing nothingyou must be sitting very, very high up.

"I would love to be able to get to the top of that tree," sighed the turkey, "but I haven't got the energy.”

A turkey was chatting with a bull.

"Well, why don't you nibble on some of my droppings?" replied the bull. They're packed with nutrients."

The turkey pecked at a lump of dung and found that it actually gave him enough strength to reach the first branch of the tree.

The next day, after eating more dung, he reached the second branch.

Finally after a fortnight, there he was proudly perched at the top of the tree

Soon he was spotted by a farmer

Who promptly shot the turkey out of the tree.

Moral of the story:

Bullshit might get you to the top, but it won't keep you there.

A little bird was flying south for the winter.

It was so cold, the bird froze and fell to the ground in a large field.

While it was lying there, a cow came by

and dropped some dung on it.

As the frozen bird lay there in the pile of cow dung, it began to realize how warm it was. The dung was actually thawing him out!

He lay there all warm and happy, and soon began to sing for joy.

A passing cat heard the bird singing and came to investigate.

Following the sound, the cat discovered the bird under the pile of cow dung, and promptly dug him out and ate him!

PURR....

The morals of this story are:

1) Not everyone who drops shit on you is your enemy.2) Not everyone who gets you out of shit is your friend.3) And when you're in deep shit,keep your mouth shut