Pest Elimination Training Academy - Amazon S3 · Observation and Journaling field service activities . Computer eLearning Modules on Inspection, Problem-Solving Model, Logbook & Equipment

NEW HIRE ONBOARDING GUIDE - SALES Pest Elimination Training Academy

V01092017 ©2017 Ecolab USA Inc. All rights reserved.

For internal use only.

Pest Elimination Training Academy

New Hire Onboarding Guide for Sales For use by New Sales Associates during in-field training weeks

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CONTENTS

Overview ............................................................................................................................................................................................................ 3

Contact Information........................................................................................................................................................................................ 5

Week-by-Week .................................................................................................................................................................................................. 6

Week One ......................................................................................................................................................................................................... 10

Week Two ......................................................................................................................................................................................................... 12

Week Three ...................................................................................................................................................................................................... 13

Week Four.........................................................................................................................................................................................................15

Week Five......................................................................................................................................................................................................... 16

Week Six ........................................................................................................................................................................................................... 16

Week Seven ...................................................................................................................................................................................................... 17

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OVERVIEW

How to use this guide

Welcome to Ecolab Pest Elimination! During the course of your training, you will use this guide to provide direction to in-field training activities over the next 7 weeks.

Throughout this guide you will find details related to each week including your role and responsibilities and tasks that need to be completed. Today you met with your Regional Sales Manager to begin the onboarding and training process.

Please review each week’s agenda which will outline every step of your training experience. Below you will find roles listed and defined for each person you with whom you will interact with throughout your training program. The contact information for each of the people defined here is listed below.

Trainee

That’s you. Regardless of your future full-time role with Ecolab, you will be referred to as a/the Trainee throughout this document and your next 7 weeks.

Regional Manager

The Regional Manager (RM) is your hiring manager’s supervisor and holds the responsibility for the sales and operations of the region you are aligned to. The RM will set up meetings with you via phone during weeks 1 & 5 to gain feedback on your training experience.

Regional Sales Manager

The Regional Sales Manager (RSM) is whom you will report to if your role is a Sales Development Manager.

The RSM will be a significant part of your training experience throughout all 7 weeks. The RSM will provide support where possible, align you with an in-field sales person in weeks 1 and 5 if necessary, and will have the sales geography ready when you complete graduation in week 7.

Service Specialist or Sales Development Manager

The In-District Service Specialist (SVSP) or Sales Development Manager (SDM) will be the primary point of contact in weeks 1 and 6 as a trainer in a service role; s/he will demonstrate appropriate safety and service or sales protocols in customer accounts in each of these weeks. You may be aligned to a different SVSP or SDM in weeks 1 and 5.

Field Training Specialist

The Field Training Specialist (FTS) will be the primary point of contact in weeks 2 and 3, with additional training in week 6 if necessary; he or she will provide instruction and guidance to our safety and service protocols, and demonstrate procedures in servicing our customer facilities.

Field Training Manager

The Field Training Manager (FTM) will be the primary point of contact in weeks 4 and 7 during your classroom weeks in St. Paul, Minnesota. The FTM is ultimately responsible for your training throughout the 7 weeks and will provide significant instruction to the safety, service, and sales protocols.

Field Training Team

The Field Training Team consists of all 7 classroom Field Training Managers as well as 40+ Field Training Specialists throughout the country.

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Training Academy Agenda

Week 1

In-Field Training Safety Modules Shadowing a SVSPM Observation and Journaling field service activities Computer eLearning Modules on Inspection, Problem-Solving Model, Logbook & Equipment Location Diagrams

Week 2

In-Field Training with FTS Rodent eLearning Module Hands-on practice with service fundamentals and rodent service Observation and participation with other services Copy and then create Customer Service Reports (CSR) on iPhone

Week 3

In-Field Training with FTS Cockroach eLearning Module Hands-on practice with service fundamentals and cockroach service Observation and participation with other services Create CSR’s on iPhone

Week 4

Classroom Training in St. Paul Field assessment Welcome to Ecolab by senior leadership Focus on safety Pest identification Pest services: rodents, cockroaches, large flies, small flies, bedbugs, ants and occasional invaders

Week 5 In-Field Training with SDMM Working with a local Sales Development Manager Mentor

Week 6 In-Field Training with SDMM Working with a local Sales Development Manager Mentor

Week 7

Classroom Training in St. Paul Behind-the-wheel driver safety course Route management Programs & services Additional solutions Graduation

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CONTACT INFORMATION

Cohort Number:

Manager

Email Address: Phone Number:

District Safety Champion


Week 1 Sales Development Manager Mentor


Meeting Address: First Meeting Date:

Field Training Specialist



Week 5/6 Sales Development Mentor



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PRE-DAY ONE ONBOARDING US ONLY

Your Role and Responsibilities Tasks and Homework

Review all details, ensure you have the correct updated documents that you will bring for Day One, sign electronically and submit to your manager. The hiring manager will complete section 2 on Day One after reviewing the legal documents you bring to the meeting.

Tasks (5 Minutes)

Complete the Electronic I-9 form and submit to your hiring manager.

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PRE-DAY ONE ONBOARDING US ONLY


Review all details, ensure you have the correct updated documents that you will bring for Day One, sign electronically and submit to your manager. The hiring manager will complete section 2 on Day One after reviewing the legal documents you bring to the meeting.

Tasks (5 Minutes)

Complete the Electronic I-9 form and submit to your hiring manager.

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WEEK-BY-WEEK

Day One


Attend the Day One meeting with your RSM to complete all required paperwork and receive an orientation to your career at Ecolab.

You will receive an iPad and Laptop.

PLEASE DO NOT change any Apple ID Passwords unless noted on your Welcome paperwork.

In the U.S., if you have not completed the electronic I-9 form by Day One, you will finalize that process. Your hiring manager will review your documents and submit the manager’s portion.

Tasks (15 Minutes)

Bring the I-9 documents to your meeting for review

Send an email to your assigned Sales Mentor with your contact information. You will work with them in weeks 1 and 6.

Send an email to your assigned FTS with your contact information. You will work with them in weeks 2 and 3.

Sign into OneHR’s Workday to verify your personal information and complete the Code of Conduct Acknowledgement Form.

Workday

OneHR provides one easily accessible and secure source for associates to manage their personal information, like emergency contacts, career history and goals. No more spreadsheets, emails, extra phone call or manual work.

In addition, OneHR will provide managers with:

Team insights and analytics to lead and develop their teams

One place to initiate processes like promotions, pay decisions, succession plans and annual reviews

Visibility to their associates skills, career preferences and goals

OneHR will help connect associates to global HR processes and an integrated technology solution. It will help empower associates to share career preferences and update personal information anytime.

You will complete an initial login and tasks on the hiring manager’s laptop.

Sign into Workday on manager’s laptop

Complete Inbox Tasks

1. Click Inbox (cloud) icon 2. Click Actions tab 3. Verify Personal Information 4. Verify your Contact Information 5. Verify your Emergency Contacts 6. Upload a Professional photo 7. Complete Code of Conduct Acknowledgement Form

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In-Field Training Schedule of Hours

During each in-field week, the starting times are flexible and will be determined by the In-Field Mentor. The FTS will determine work schedule during weeks 2 & 3. During Week 5 and/or possibly 6 you may shadow a Sales Mentor assigned by your RSM.

You may also work with a Sales Mentor in Week 1.

Your starting day may be either Sunday or Monday. Pay close attention to Week 6 as you must travel to St Paul on Saturday that week for driver training class on Sunday that week. Your week must end no later than 11:59pm Thursday night to accommodate Saturday travel.

Anchor Sleep

During weeks 2 & 3 of your infield training, you may be shifting from days to nights and the importance of anchor sleep is critical to operating in a safe manner.

Anchor sleep is a period of at least four hours during which one sleeps every day while on a particular shift rotation. For example: a common block of time to establish anchor sleep is 6 am to 10 am for those working nights. If you use 6 am to 10 am as the anchor, you would be sleeping during these hours every day while on the nighttime shift. Ideally, you would try to sleep those same anchor hours while working days as well….or at least as close to those hours as possible.

Your FTS will provide your working schedule so you can plan accordingly.

Homework & Tasks

During your in-field work, you will be assigned homework in the form of eLearning training modules and reviewing Ecolab protocols. All homework is located through this address:

https://ecolabpest.bridgeapp.com

IMPORTANT: Using a phone, iPad, or laptop, this is a Single Sign-On event (SSO); you will use the same credentials as your Ecolab email to login.

Once you have logged in, choose Learning Library and select the course you need to complete. The completion of all training modules will be tracked and reported back to the RSM as well as your assigned field training team members.

Tasks are to be completed while you are with your SDMM or the individual with whom you are training. Homework assignments are to be done at home, independently.

Now that we have set up the parameters of your training, let’s take a look at a breakdown of your training week-by-week.

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https://ecolabpest.bridgeapp.com/




WEEK ONE

Work Hours: 8 hours of homework, 32 hours of field time with tasks

Day Your Role and Responsibilities Tasks and Homework

Daily Tasks

Complete daily homework before meeting with the SDMM each day. ALL homework must be completed by Friday.

Send a daily re-cap email to your RSM and Field Training Specialist (FTS) from your iPad or Laptop. See the template and example on page 11. Write down any questions you may have for the FTS in week 2.

MONDAY This week the trainee will be shadowing a sales person within the area.

Check with your Regional Sales Manager for specific activities and expectations for this week.

Review the Minimum Standards Quick Reference Guides (QRGs) from your New Hire Kit while reviewing the Logbook

Review the Rodent Quick Reference Guide (QRG) from your New Hire Kit during the rodent segment of each service

Review the Cockroach Quick Reference Guide (QRG) from your New Hire Kit during the cockroach segment of each service

Portal Homework HELP

All homework activities are also on the Portal located under the “Training Academy Week 1”.

You must listen to all the audio on each page before advancing forward

If you “get stuck” or the module doesn’t let you proceed, try using your F5 button (⌘+R on Mac) on your keyboard or refresh button (⟳)in your browser

If you pass the exam but are unable to submit your results, fill out the form and take a photo with your iPhone, email it to [email protected].

Homework (2 hours)

Driver Safety Personal Protective Equipment Be SAFE Risk Assessment

TUESDAY

Homework (2.5 hours)

Inspection Problem Solving Model Logbooks & Equipment Location

Diagrams

WEDNESDAY Tasks (20 minutes)

MyHR Account Setup (instructions on page 9)

Homework (1.5 hours)

Workplace Respect Respiratory Protection

THURSDAY Homework (1 hour)

Fall Prevention Hazard Communication

FRIDAY Homework (1 hour)

Lockout/Tagout

All homework must be completed by end of week if not done already.

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mailto:[email protected]




Example Daily Recap Email

eLearning: Which Week 1 eLearning modules you completed that day; to this point. Customer Location: Names of Customers serviced Safety: Were there any safety concerns? Pest Issues: Was there any pest activity? (Rodents, cockroaches, flies, etc.)

Hello <<Manager Name>>, Today I completed the Fall Prevention and Hazard Communication eLearnings. We went out to two Taco Bells, Wendy’s, Outback, and Texas Roadhouse. At Taco Bell we were unable to check the ceiling traps because they have 8 foot ceilings and we only have a 6 foot ladder. We would be forced to stand on the top of the ladder to inspect the ceiling which would not be safe. The customer is complaining of mice inside so we set up about 200 traps glue boards and snap traps. There is a gap under the rear door allowing mice to come straight in from the dumpster area, which needs to be sealed. Regards,

<<Your Name>>

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WEEK TWO

Days: Start on Monday morning, must be completed by 11:59 PM on Friday

Work Hours: 2 hours of homework, 38 hours of service time with tasks


MONDAY Meet with the FTS at a designated location determined by both of you

Today you will learn about the foundational products and equipment used in Pest Elimination

Review Inspection techniques and Problem Solving Model as it related to Week 1

Tasks (.5 Hours)

Review the Rodent QRG

Homework (30 Minutes)

Product Study Guide – Rodents

DAILY BEGINNING TUESDAY

Meet with the FTS at a designated location determined by both of you

Observe and take notes in your journal of service procedures and customer interactions

Learn how to create your own Customer Service Reports (CSR) on the PestService Training App from the iPad and compare it to that of the FTS

Record any questions you may have and discuss with FTS at the end of day

Ensure you’re wearing foundational safety equipment every time you exit the vehicle

Read all product labels before application

At the end of Week 3, your FTS will perform a Proficiency Evaluation on Service Fundamentals and Rodents to assess your service skills. This information will be shared with you and your RSM

Portal Tasks (1.5 Hours)

Rodent eLearning

Walmart Service Expectations eLearning module


Product Study Guide – Rodents

Product Study Guide - Cockroach

TUESDAY This week will focus primarily on Rodent service protocols and corporate customer accounts

By the end of the week you should be able to perform an entire Rodent service including documentation without much input from the FTS

Today and tomorrow you will be servicing Walmart and Yum! Brand locations. Pay close attention to special protocols at these Corporate Accounts

Tasks (10 Minutes)

Review Rodent QRG

WEDNESDAY Focus: Service Fundamentals, Rodents, Corporate Accounts

Today you should be servicing Walmart and Yum! Brand locations

Pay close attention to special protocols at these Corporate Accounts

Portal Task (30 Minutes)

Wendy’s Service Protocol eLearning Module

THURSDAY Focus: Service Fundamentals, Rodents No homework scheduled

FRIDAY Focus: Service Fundamentals, Rodents

Ensure you know the meeting place and time with your FTS for Week 3 at this time. Reminder, Week 3 will be night work

No homework scheduled

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https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Rodents+-+STUDENT.pdf

https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Rodents+-+STUDENT.pdf

https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Cockroach+-+STUDENT.pdf

https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Cockroach+-+STUDENT.pdf




WEEK THREE

Days: Start on Sunday night, must be completed by 11:59 PM on Friday. Week 3 may be 4 x 10 hour days

Work Hours: 3 hours of homework, 37 hours of service time with tasks


SUNDAY Meet with the FTS at a designated location determined by both of you

This week will focus primarily on Cockroach service protocols.

COMPLETE the Cockroach eLearning module with your FTS

COMPLETE the Customer Key Management module with your FTS

You will also begin learning about invoicing this week

By the end of the week you should be able to perform an entire Cockroach service including documentation with some assistance from the FTS and an entire rodent service without any input or assistance

In addition to the daily responsibilities listed above:

Review Cockroach QRG as a refresher

Portal Tasks (60 Min)

Cockroach eLearning module

Homework (1 Hour)

Product Study Guide – Large Fly

Product Study Guide – Small Fly

MONDAY- THURSDAY

Focus: Service Fundamentals, Cockroaches & Rodents

Complete the Communication eLearning Module with your FTS; this will prepare you for additional training in Week 7 during class in St. Paul.

Observe and take notes in your journal of service procedures and customer interactions

Continue writing your own Customer Service Report on the PestService Training App and compare it to that of the FTS

Ensure you’re wearing foundational safety equipment every time you exit the vehicle

Read all product labels before application

Record any questions you may have and discuss with FTS at the end of day

WEDNESDAY - Your FTS will perform a Proficiency Evaluation on Service Fundamentals and Rodents to assess your service skills. This information will be shared with you and your RSM

Portal Tasks

Communication eLearning module

Homework

There are no other homework assignments these days

FRIDAY The FTS will give you a study guide for the Field Assessment exam administered first thing Monday morning in St. Paul

It is your responsibility to study the items listed on this guide to ensure you’re prepared for the exam on Monday

Prepare for trip to St Paul. (packing list on next page)


Study the Field Assessment Guide

SUNDAY

(Week 4)

Travel to St Paul, MN

Upon arrival in St Paul, you will take a shuttle to the hotel

Follow instructions on letter you received with your travel itinerary regarding your travel to and from the hotel and the


Study the Field Assessment Guide

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https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Large+Fly+-+STUDENT.pdf

https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+ACADEMY+CONTENT/in-field/Product+Study+Guides/Product+Study+Guide+Small+Fly+-+STUDENT.pdf




airport

Packing List for St Paul

Do you have your:

Passport? Travel Itinerary? Clean Uniform?

The uniform standards must be adhered to throughout your attendance at the Training Academy including Ecolab striped shirt, navy pants, black safety shoes, black socks, and black belt.

Quick Reference Guides (QRGs)? Safety Bag?

All required PPE will be used throughout the in-class training weeks. You must bring nitrile gloves, knee pads, bump cap or hard hat, flashlight, respirator, etc.

Business Cards (~ 10)? You will receive these on Day One with your manager.

Journal? iPhone? Casual Dress?

Casual clothes are welcome for off-work (evening) hours and travel. Personal Items?

You will be sharing a room with another Pest Elimination associate. Please bring appropriate sleeping attire in addition to personal hygiene items such as toothbrush, toothpaste, deodorant, razor, etc.

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WEEK FOUR

Days: Start on Monday morning, completed by 12:00 PM on Friday


MONDAY - THURSDAY

In-classroom content delivered by Field Training Manager(s)

Class begins at 8:00am every day

Bring safety bag, and iPad to class every day

Monday morning you will take an assessment to gauge your learning over the past 3 weeks

Tuesday morning an IT group will come into class to assist in completing your iPad setup

Tasks (10 Minutes)

Send an email to your RSM for Week 5 to designate a meeting place and time

Homework (TBD)

All other homework and/or tasks will be assigned in class

FRIDAY Class activities will end by Noon today and you will travel back home this afternoon

Expectations for Training

We hope that you will enjoy your time in Minnesota for the Pest Elimination Training Academy. You will spend two weeks of classroom training in St. Paul at the Ecolab Global Headquarters (Weeks 4 and 7.)

We want you have fun and build relationships with your fellow associates, but here are few things to remember to ensure a smooth and productive experience:

You are representing the Pest Elimination division, your district and your region at Ecolab Global Headquarters. Model your behavior accordingly.

Behave professionally in all lobbies, hallways, common spaces and classrooms. No hats or sunglasses are to be worn in the headquarters building.

Use only designated smoking areas; tobacco use is not allowed in front of the corporate building at either location.

Ecolab prides itself on our ethical standards and reputation in the community. Any violation of the Ecolab Code of Conduct will result in disciplinary action up to and including termination.

Ecolab is a major corporate presence in St. Paul. Every business in St. Paul and in Eagan knows Ecolab; you are representing the entire organization.

The hotels and restaurants we use are all Ecolab customers. Treat the property and the staff with respect. You will be sharing a room with another associate; please respect each other’s personal privacy. You are expected to be on time for all events and activities. Breakfasts will be provided at the hotel. However, you must stay within all expense guidelines when dining at

either the Ecolab Café or hotel restaurants: Lunch is $15 Dinner is $25

Your participation, leadership, punctuality and cooperation are being monitored and recorded throughout the weeks.

Some evenings you will have group activities and other evenings will be on your own. Moderation is expected at all times. Overindulgence resulting in any inappropriate behavior will result in

disciplinary action up to and including termination. You received a copy of the Ecolab Pest Elimination uniform standards. These must be followed for all classroom

and field work time. 15




WEEK FIVE

Day Your Role and Responsibilities

MONDAY This week the trainee will be shadowing a Sales Development Mentor within the area.

Check with your Regional Sales Manager for specific activities and expectations for this week. TUESDAY

WEDNESDAY

THURSDAY

FRIDAY

WEEK SIX


MONDAY This week the trainee will be shadowing a Sales Development Mentor within the area.

Check with your Regional Sales Manager for specific activities and expectations for this week. TUESDAY

WEDNESDAY

THURSDAY

FRIDAY

SATURDAY Travel to St Paul, MN

Upon arrival in St Paul, you will take a shuttle to the hotel. Follow instructions on letter you received with your travel itinerary regarding your travel to and from the hotel and the airport

Packing List for St Paul

Do you have your:

Passport? Travel Itinerary? Clean Uniform?

The uniform standards must be adhered to throughout your attendance at the Training Academy including shirt, navy pants, black shoes, black socks, and black belt.

Journal? Quick Reference Guides (QRGs)? Lens for Pest ID? Pest ID Worksheet from Week 4? iPad? Casual Dress?

Casual clothes are welcome for off-work (evening) hours and travel. Personal Items?

You will be sharing a room with another Pest Elimination associate. Please bring appropriate sleeping attire in addition to personal hygiene items such as toothbrush, toothpaste, deodorant, razor, etc.

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WEEK SEVEN


SUNDAY You will take a shuttle from the hotel to Eagan, MN where you will attend ADTS Behind-the-wheel Driving Course

MONDAY - WEDNESDAY

In-classroom content delivered by Field Training Manager(s)

Class begins at 8:00am every day

Bring iPad to class every day

Tuesday morning you will meet with Senior Leadership and prepare to ask questions about your experiences with Ecolab at this point in time

Wednesday morning you will travel back to Eagan, MN for a tour of our Research & Development facilities and to meet our in-house entomologists

THURSDAY Graduation is on Thursday morning – Congratulations!

Class activities will end by Noon today and you will be directed towards your next activity.

FRIDAY Sales Material will also be covered throughout this week, primarily on Friday:

Shared Services o Customer Service Center, Billing, Credit, Contract Admin o Corporate Account Support

Marketing o Value Prop, EBRs

Tools & Technology o Portal, SalesPad, Sales Agreement

You will travel back home this afternoon

POST-GRADUATION WEEK 1

Once you have completed graduation, you will then meet with your Regional Sales Manager at a designated time and obtain information regarding the geography you will assume at this point.

You will also discuss the following with your RSM:

• Expense Reporting • Injury and Accident Reporting • Safety Standards • Compensation Plan • Collection Expectations

• Overall Training Summary from your Academy • Budget expectations • New customer set up protocols • EBR process • Field Trip Evaluation

You should also prepare your Individual Development Plan as discussed during the Career Path homework

The next page describes the process to complete your plan before having a meeting with your manager.

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Key Items Document/Resource

Workday – Create an Individual Development Plan! When you meet with your manager after graduation, he/she will be ready to discuss the Individual Development Plan (IDP). Using Workday, you will create this IDP.

1. Log into Workday; go to your Career Worklet. CLICK Start Development Plan

2. Select Review Template: Individual Development Plan

3. Enter Period Start and End Date 4. CLICK Submit

5. You will receive an Inbox Action on Workday when you Start Development Plan

6. Choose one of the following options: a. To complete your Individual Development plan,

click OPEN b. To complete later, click DONE

7. If you chose to OPEN, then Go to Guided Editor

Pest Portal: Complete Individual Development Plan

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https://s3.amazonaws.com/Ecolab/PestElimination/AllContent/TRAINING+2015+Onboarding+Documents/CompleteIndividualDevelopmentPlan.pdf




8. Next you will tap Add for a Development Goal; if you wish to skip forward to Relocation, tap Next.

9. When you create your Development Goal, this would be a

task that will help you grow in your current role. Shown is an example:

10. To enter additional Goals, tap Add. 11. To enter Relocation preferences, tap Next.

12. CLICK Edit icon to update Preferences

When you have updated your Preferences, you then tap Next to review your Individual Development Plan. To submit for your Manager to review > tap Submit. If you wish to save your draft and finish later > tap Save for later. Success Event Submitted > CLICK DONE.

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